Wednesday, June 1, 2022

What Are Your Sales Numbers


No More Sales Slumps
But You Need To Know Your Numbers!

If you read though that last email I sent, No More Sales Slumps, you might have noticed the key was knowing your sales and marketing numbers. So what are your numbers. 

Don't know? If you don’t know your numbers you will need a month to track them out, or at least week if you are in a rush to get started.
You need ___ Suspects (anyone in your lists that can or might buy from you)
To get ___ Prospects  (anyone you have made some kind of contact with)
To get ___ Leads (having direct interaction with)
To get ___ Proposals (written proposal or estimate)
To get ___ Sales (closed and paid for project)

If this was me 
I need 9501 to get 784 prospects
Wit 784 prospects I get 42 leads
With 42 leads I get 3 proposals
With 3 proposals I get 1 sale

Now I track everything from networking meetings to trade show walk-bys to social media views to phone calls and everything in between. If I can find a way to track it I do. I know I might have a lot of junk in my numbers but if they can fog a mirror they count. I learned a long time ago not to write anyone off.

The key is to start tracking. If you reading this thank-you because you are 1 suspect or prospect or something to add to my numbers. I want you to advance to a proposal and a sale but win, loose or draw the numbers never lie.

Now that you have YOUR numbers you can work the rest of this cost of sales analyst sheet.
The Sales Slump Planning Sheet will enable you to determine the average number of contacts per day you MUST make (or average) to achieve your goal for the next 12 months.

Your name: _____________________________________________

  1. Your average earnings per sale are? . . . . . . . . . . . . .  .             __________
  2. How much money do you want to earn in the next 12 months?  __________
  3. How many presentations do you make to gain a sale? . . . . .    __________
  4. Divide your earnings per sale (1) by presentations per sale (3).
    This is your earnings per presentations . . . . . . . . . . . .             ___________
  5. A) How many contacts do you make to gain a presentation?   ___________
    B) Divide your earnings per presentation (4)
    by contacts per presentation (5A) This is your earnings per contact ___________  
  6. A) Divide your earnings goal for the next 12 months (2) by the number of
         weeks you will work. This will give you your weekly earnings amount . ___________
    B) Divide the result by 5 or 6 depending on te number of days you work.
         This is your earnings goal per day.   . . . . . . . . . . . . . . . . . . . . . . . . . .  .     ___________
  7. Divide earnings per day (6B) by earnings per contact (5B). This is your
    required contacts per day you need to achieve your earnings goal.   ____________
Now you have a good idea what you need to do to hit your goals, you know what a sale or lead costs you. Now maybe you can actually justify a service like mine. That is unless you like lead generation and cold calling, but what ever you do:

Take Action

Time is waiting so sit down and start tracking. One by one. If you have nothing to track get cooking. Go knock on some doors. Send out some e-mails. Work your LinkedIn, Twitter and Facebook social network and groups. Go to a trade show. Ask customers for referrals. Talk to any and everyone about what you do.


At Larson & Associates we are always ready to put forth that extra effort, to work hard and persevere in everything that we do for you. We can help you avoid the dreaded sales slumps, overcome marketing anxiety and map out new places to ‘dig’. When prospecting for gold or for sales, remember that your success is directly proportionate to your effort. If you do only the minimum, your payback will be minimal. The more you do, the more you get. It really is that simple.


And when you need help reaching out for sales, proposals, leads, prospects or suspects we will be here waiting for your call at 847-991-1294.

Larson & Associates

Making Good Business Great and Great Businesses Even Better

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