You need to know what percent of your opportunities actually translate into a sale. If you find yourself with a lower than desirable percentage then you need to increase the top of your pipeline (add more opportunities). The desirable percentage is normalized by your ability to retire to your quota. Make sure that you and your manager agree on your conversion rate and make it an integral part of your sales plan and forecasting accuracy. Success is measured in terms of simple numbers, make sure you know your numbers.
Published by Alan Gehami
Over 25 years of professional complex B2B sales in the telecom industry. Look forward to meeting motivated people that appreciate the value of hard work and its positive impact. View more posts