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I had my last sales class today and I have some work to put my sales process together.
I was doing a little numerical analysis of what I might be able to expect from this. This is based on some guess and a little data. I can make about 60 dials an hour. It would appear I can get the person I need to speak to about 15% of the time.
Now comes the real guesswork. I’m going to pretend that 2% of the people I make my offer to will set an appointment to see me. So far, I don’t have any good numbers on that. I hope that that will come with time.
The HPS instructor says that the average HPS salesperson has a 75% closing ratio. I’m going to pretend I can get the same closing ratio.
Based on this analysis, if I prospect six hours a week, I would make 0.8 sales a week or about 3.5 sales a month.
2.5 sales a month would be terrific and I think six hours of prospecting per week is a doable goal.
The key will be actually doing the prospecting and keep detailed records. We’ll see how well I do.
Posted by Ted at June 22, 2005 9:49 PM