This post is for sales professionals who are given a sales target for the year and struggle to break it down. This will enable you to define how many calls & presentations are required. It will also enable you to determine the income from calls that go nowhere and even telephone calls that don’t result in an appointment.
To start this exercise two key ratios are required:
Telephone calls : appointments
Appointments : sales
Look back of your sales activity for the past three months and work these out. Your CRM system should provide you with these figures.
With these figures calculating activity becomes simple.
I’m going to use some example figures,
Lets assume the ratios detailed above are
|Telephone calls v appointments||10:1|
|Appointments v sales||3:1|
|Sales Target for the year||£100,00|
|Average value of each sale||£2500|
|Number of sales required||40|
|Assuming you only work 40 weeks||1 sale per week|
|Appointments to sales||3:1|
|Number of appointments required each week||3|
|Calls to appointments||10:1|
|Number of telephone calls required each week||30|
|Prospecting calls each week|
|Prospecting calls for the year are [ 30 x 40weeks]||1200|
|Target /calls||£100,000/ 1200||£83 per call|