“Get Your Weight Up” Management by Numbers

1. “Get Your Weight Up” Management by Numbers Sales Rep: Jerell Little

2. Top Sales Performers know that sales is a numbers game… Overview • What are the Numbers? • How to calculate the Numbers • Managing the Numbers 3

3. What are the Numbers?

4. What are the Numbers? Numbers don’t lie, people do… Contact Rate Proposal Rate Close Rate Charge Backs These 4 components tell others how “healthy” of a sales person you really are. 2

5. How to Calculate the Numbers

6. How to Calculate the Numbers Contact Rate The Contact Rate is the percentage of customers you actually talk to. Customers Contacted ÷ Customers Called = Contact Rate Percentage This can be found by clicking on your daily disposition tracker on our team dashboard. 4

7. How to Calculate the Numbers Proposal Rate The Proposal Rate is the percentage of proposals you send to the customers you actually talk to. Offers Made÷ Customers Contacted= Proposal Rate Percentage This can be found by tracking your daily offers made (proposals or opportunities) based on the customers you actually talked to. Are you selling to them or are you servicing their account? 4

8. How to Calculate the Numbers Close Rate The Close Rate tells you how often you close sales based on how many offers you make. Sales Closed÷ Offers Made= Close Rate Percentage This can be found by tracking your daily offers made (proposals or opportunities) and looking at how many of those offers actually closed. 4

9. How to Calculate the Numbers Charge Backs Charge Back rates the quality of your sales. The higher your charge back rate, the lower your quality of sale. Deactivated PTNS÷ Activated PTNS= Charge Back Percentage This can be found in on your order detail report. 4

10. Managing the Numbers

11. Managing the Numbers Knowing your numbers is the Golden Ticket to achieving higher sales and commission. 6

12. Managing the Numbers Taken directly from Reggie Marable’s Blueprint for success. The more HOURS you put in = The more CALLS you make. The more CALLS you make = The more PROPOSALS you do. The more PROPOSALS you do = The more SALES you make. The more SALES you make = The more $$$$$$$$$ you make. The more $$$$$$$$$ you make = The higher quality of life your family lives!!! 6

13. Managing the Numbers Numbers and their Relationships Let’s say monthly quota is 17. In order to achieve this goal you must know how many customers you need to contact, how many proposals to send, and how often you close deals. For example, which Rep would reach goal and why? Rep B: Contact Rate: 45% Proposal Rate: 30% Close Rate: 35% Customers Called: 100/week Rep C: Contact Rate: 45% Proposal Rate: 40% Close Rate: 40% Customers Called: 100/week Rep A: Contact Rate: 25% Proposal Rate: 40% Close Rate: 30% Customers Called: 100/week 6

14. Managing the Numbers Numbers and their Relationships There are more numbers that can make an impact in our day to day activities, however we have control over them all! Sales Cycle – The length in time it takes to close a sale. Sales Quantity – The amount or number of lines in the sale we are proposing. Numbers are not excuses, they are the manageable tools to our success. 6

15. THANK YOU