How can you measure your sales results?

Those are figures that can vary wildly. In my former business (in home vacuum sales) the figure was more like 15% would buy no matter what, 20% wouldn't buy, no matter what, and 65% depended on the salesperson.

And in some sales, the talent of the salesperson has relatively little to do with the results.


You can always measure yourself against the top person, selling what you sell.

But the easiest way, is to measure income. If the guy next to you earns $500 last week, and you earned $800...you're a better salesman.

In my case, I always obsessed about the percentage that I closed. In one month, I gave 26 presentations, and sold 26 vacuum cleaners (my best month). A 100% closing rate.

I met a woman at a company meeting that sold 60 vacuums in one month. I asked her how she did it. She said "I gave 120 presentations that month".

So...who was the best salesperson?

I'll let you in on a secret that the best salespeople follow. I assume 100% responsibility for whether they buy or not. If they didn't buy, I did something wrong.

Now, this isn't really true. It's impossible to sell everyone. But by making it your responsibility, you can critique what you do and improve. You can always get better.

If you assume that it's the prospects fault, that they didn't buy because "They didn't get it", you trap yourself in a situation where you never improve what you say, never improve your numbers......

Thank you. I tried your "Hi, we are a company specialised in X. Is that something you are interested in discussing further?".

It actually worked. Had a good 12 minute call to realise he isn't a prospect for us. I was shocked when I look at the time that went by