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 = ...
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