I hate to say it but...

Sales IS a numbers game!

But not in the way you might think.

This phrase is mostly bandied around by people who think you need to chuck enough 💩 at the wall to see what sticks.

Usual result? A wall full of 💩 

Sales IS a numbers game because you CAN deliberately improve the only metrics that matter:

- Conversion rates

- Average length of sales cycle

- Revenue 

- Average selling price

All of which can be bettered by upskilling.

Example:

You'll often read about companies who need to increase their 'pipeline coverage' from £2m to £3m - due to a new target of £600K, at a conversion rate of 20%.

But how about improving the current conversion rate of £2m to 30%, in order to hit the new target? 

Why does 'pipeline coverage' assume conversion rates are fixed...or that salespeople are destined for mediocrity?

It predicts an expectly high rate of failure, with the majority of people in the pipeline going exactly nowhere. 

In my example, a 20% conversion rate means 80% are a complete waste of time & resources. Even with a hyperthetical improvement of 10%, 70% is still wasted effort. 

All other things being equal, conversion rates are only fixed if salespeople's competencies and skills remain the same.

Sales IS a numbers game.

But you have to look at the only numbers that matter...and work out HOW you can positively impact them.