Posts Tagged 'process'

Identify The Key Drivers That Contribute to Success

Here’s an example.   ACME Company usually observes the following monthly sales performance:

45 total leads  x 20% close ratio  x $11,667 avg. per sale  = $105,000

ACME would like to double their monthly sales volume so they hire a consultant to drill down and develop a strategic approach to improvement.  The consultant found ACME’s composite performance is as follows:

30 “self-generated leads”  x 10% close ratio  x $10,000 per sale  = $30,000

15 “referred leads”  x 40% close ratio  x $12,500 per sale  = ...