Conventional wisdom says that salespeople seek out prospects, convince them of the excellence of your products and persuade them to buy.

That seldom happens these days.

If you don’t believe it, do a quick survey of your sales effort. See how you match up against the averages from audits that we and some of our clients have made. You might be surprised.

Just enter your numbers (or your estimates) in the boxes. Then click on the “our survey” buttons below to see how you compare.

1. In contacts that lead to a sale, who took the initiative that began the sales process?

Sales force  %

 


Prospects  %

 

 

2. What percentage of buyers and influencers ever even see a sales representative? In other words, to what percent of decision makers do your salespeople have immediate access?

Your company  %

 

3. How much of their time do your sales reps spend with customers and prospects?

Your company  %

 

 

4. How much of that customer/prospect time (that is, how much of the percentage above) is devoted to actual sales presentations?

Your company  %

 

 

5. Of that sales presentation time (that is, how much of the percentage above) is spent talking to existing customers?

Your company  %

 

 

6. Based on these survey numbers, how much time per day do you estimate the average sales person spends improving his or her company’s market share?

Your calculation  min./day