| Take two office furniture salespeople
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| | would.Back to the two office furniture
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| that work for the same company. One has a
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| | sales reps. Let's say that the rep with
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| sales closing ratio of 25 percent and one
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| | the 25 percent sales closing ratio sells
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| has a sales closing ratio of 10 percent.
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| | a lot of single chairs. And, let's say
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| Which of the two do you think is a better
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| | that the rep with the 10 percent closing
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| salesperson?Of course, everybody will
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| | ratio manages to sell entire office
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| choose the first salesperson with the
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| | furniture sets on a consistent basis,
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| closing ratio of 25 percent.But, just as
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| | including chairs desks, cubicles, file
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| in most statistics one stat, taken on its
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| | cabinets, water coolers, meeting tables,
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| own, cannot be representative of the big
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| | copiers, fax machines, and lamps. The
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| picture. The salesperson with the 10
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| | second rep's commissions, on average, are
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| percent closing ratio may not be the
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| | 20 times the first rep's commissions. Now
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| better salesperson.Take, for example, two
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| | who is the better salesperson? The second
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| baseball hitters. One bats with a .270
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| | salesperson hits more home runs. He is
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| batting average and one bats with a .280
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| | better.The bottom line is that too many
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| batting average. Your team is down by
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| | salespeople are focusing solely on
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| three runs in the bottom of the ninth
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| | improving their sales closing ratios when
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| inning. Which batter do you want to come
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| | they may not really need to. Perhaps this
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| to the plate? If you are a baseball fan,
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| | is egged on by sales consultants or their
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| you know you need more information than
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| | sales managers? But it probably need not
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| this. Let us add another statistic to
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| | be the case. Perhaps there is nothing
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| the mix. The batter with a .270 average
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| | wrong with your sales closing techniques?
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| only hits singles. The batter with the
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| | Perhaps you don't need to generate more
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| .280 batting average is a power hitter
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| | sales leads?Just as in baseball, one
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| and the reigning league home run champ.
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| | sales statistic, taken on it own, cannot
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| Now who do you want at the plate? A
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| | tell the whole story.
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| single won't win the game. A home run
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