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You’re going to find VERY quickly that selling is all about the numbers. How many calls did you make? How many appointments did you set? Out of these appointments, how many deals did you close? What was your average dollar per sale? How far above (or below) did you meet or exceed your goals or quotas? (We will be discussing these terms and correlations in a minute.)
When we say “Selling is a numbers game,” all we mean is that as you start performing sales actions such as making phone calls, you will start seeing very quantifiable results. These results will start following patterns. The patterns from all of your actions will give you percentages and totals that will be your gage on how well you’re doing! But the power behind knowing and watching these numbers is VITAL to your success and improvement. Even if you don’t work for a company that already tracks these numbers, we’ll show you how you can do it on your own.
The averages of your sales numbers tells you many things. And the more your data grows, you’ll soon start seeing trends that you’ll be able to predict with GREAT accuracy. Some of our most seasoned sales people know what their numbers will look like EVERY WEEK, and in many cases, they know statistically when they’re going to have a HUGE day or even hour! But don’t worry, you don’t have to be a statistics expert to analyze your numbers; but you DO have to “buy into” tracking these numbers and to develop a faith in what we call the “Law of Averages.”
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