Sales Activity Calculator

March 31, 2009 by Simon

Happy Birthday Laura!

Over the past month I have written about completing a Quarterly Review for yourself and a Quarterly Review for your team …

This is a segment from an e-mail that I sent to a client about the Sales Activity Calculator;

What are your income goals for 2009?
What income did you create from January – March 2009?
What is your new goal from April – December 2009?
Let’s say that your income goal for 2009 was $250,000.
Let’s say that you created $50,000 in income from January – March 2009
Your new goal from April – December 2009 is $200,000
Or $66,666 per quarter
Or $22,222 per month
Given that July, August and December can be softer months, lets reduce the monthly goals for these months by 50% to $11,111 per month for July, August and December leaving $166,667 to produce in the six months of April, May, June, September, October and November or $27,777 per month.
What is your average commission per sale?
Let’s say it is $3,000
This means you need to create 10 sales per month
What is your sales closing ratio?
Let’s say it is 65%
This means you need to create 16 sales presentations per month
What is your sales appointment closing ratio?
Let’s say it is 50%
This means you need to create 32 sales appointment per month
Based on 20 working days per month
This means you need to create 1.6 sales appointments per day
Based on 10 dials per hour, 2 conversations per hour and 1 sales appointment per hour
This means you need to invest 1.5 hours per day on the phone speaking with qualified prospects