We hear a lot of talk about sales, marketing, prospecting, and other revenue generation activities.
We hear a lot of discussion around sales stacks and things of that nature.
We also hear a lot about things like “call volume,” “reach,” and other metrics that may or may not be meaningful.
But I think they are all off. I think there is really only one real measurement of your prospecting success and that is:
Opportunities created!
That’s right.
Not volume.
Not reach.
Not anything else.
Just the simple little statistic, opportunities created.
Why is this the best one?
Well, in many cases, we hear people talk about their closing rate. And they may be hitting a tremendous number there, but if they only have one or two opportunities.
Maybe not as good.
But if you have more opportunities, you have a better chance at closing more sales.
Your numbers may get lower on the closing side, but the number of sales closed goes up.
On and on.
The big issue is opportunity creation.
Try it and let me know what you think.