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Sales Activity Calculator

Simon Reilly

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

Image courtesy of; Learning Resources

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