I wrote last time about focusing on the leading indicators – the number of discovery appointments. To continue with our example from last time, the salesperson needed 8 discovery appointments per month, because we calculated a 25% closing ratio off of their initial discovery appointments, and the salesperson needed to close 24 accounts for the year, or 2 per month.
What happens when your salespeople aren’t closing business at the rate expected? It is time for coaching intervention. There are really only two reasons why salespeople fail:
1) They aren’t doing enough of the right activity
2) They aren’t very good […]