Why Keep Score?
“Sales” is commonly referred to as a “Numbers Game”, but that’s not the only
reason Why Keep Score! It is because small increases in Key Performance Metrics
(aka, Vital Signs) can make a BIG Difference in Sales Commissions!!
Let’s use $60,000/Year as a Starting Point…
CLOSING
INTERVIEWS
CLOSING
RATIO
AVERAGE
COMMISSION
10 X
50 % X
$1000 =
SALES COMMISSIONS
$5,000 / Month
($60,000 / Year)
…and you increased all 3 Metrics incrementally?
CLOSING INTERVIEWS (Vital Sign #1) = + 2
12 X
50 % X
$1000 =
$6,000 / Month
Increase = + $1000 / Month
(+$12,000 / Year)
CLOSING RATIO (Vital Sign #2) = +10%
10 X
60 % X
$6,000 / Month
$1000 =
Increase = + $1000 / Month
AVERAGE CASE SIZE (Vital Sign #3) = +$300
10 X
50% X
(+$12,000 /Year)
$6,500 / Month
$1300 =
Increase = + $1500 / Month
(+$18,000 / Year)
Added together, these increases = $3500/Month, but the Compounding
Effect of increasing all 3 simultaneously = $4360/Month (+$52,320 / Year)!
CLOSING INTERVIEWS
12 X
CLOSING RATIO
60% X
AVERAGE COMMISSION
$1300 =
SALES COMMISSIONS
$9,360 / Month
($112,320 / Year)
That’s an Increase of +87%!
But how would you know…if you don’t Keep Score?
© 2018 Sales Activity Management, Inc. (To download, visit www.SalesActivityManagement.com)