Sales people love leads. They want lots of them, and they want them now. The more leads, the more money — because sales is a numbers game, right? Well, yes and no. Some believe in an equation that says X number of leads will produce Y number of closed deals. If you make X greater, Y will be greater, too, right? That’s a quaint thought, but it’s not the way it works. Sales does involve numbers — specifically, revenue numbers. To increase those numbers, sales people must focus on productivity.
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Debunking the Lead Numbers Myth
Posted by: Chris Bucholtz September 29, 2014 05:00 AMSales people love leads. They want lots of them, and they want them now. The more leads, the more money — because sales is a numbers game, right? Well, yes and no. Some believe in an equation that says X number of leads will produce Y number of closed deals. If you make X greater, Y will be greater, too, right? That’s a quaint thought, but it’s not the way it works. Sales does involve numbers — specifically, revenue numbers. To increase those numbers, sales people must focus on productivity.