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Understand your sales win ratio: Using past sales, apply how many prospects you would need to achieve the number of customers required. If you do not have that number, a reasonable "win rate" is approximately 1 in 5 (20%). This will give you the number of prospects you will need to acquire. Note: When you create goals you are making assumptions about such items as your win rate or average sale. These could be inaccurate, but it is important to be consistent and explicit about your assumptions. The process of defining goals for your organization will evolve and improve with every release. Example: Company ABC has significant revenue goals for this year. They expect to bring in $500, 000 in revenue for their first year in business. They intend to have two releases, and predict that approximately 50% of the expected revenue will come from this particular release. Here is how they calculated the number of prospects they need. Goal Value Calculation Yearly revenue goal $500, 000 Based on financial projections Launch revenue goal $250, 000 Yearly revenue / number of expected releases Average customer sale $50, 000 Taken from sales model Number of customers required 5 Launch revenue / average customer sale Average win rate 1 in 5 are successful Past sales win rate Prospects required 25 Number of customers × 5 (need 5 times more prospects than customers) According to this calculation, Company ABC will need to find 25 prospects through the various marketing methods they may employ.
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Successfully reported this slideshow. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime. Upcoming SlideShare Loading in … 5 × 1 of 49 17, 878 views... Rehan Ahmed, Director at Rehan Events Organizer Follow Published on Nov 3, 2011 Published in: Spiritual, Education 11 Comments 8 Likes Statistics Notes Full Name Comment goes here. 12 hours ago Delete Reply Block Are you sure you want to Yes No Your message goes here Login to see the comments Ali Hassan, Sales Representative at marketing job 2 months ago AwaisChaudhary17 7 months ago Gulzar Ahmed 1 year ago Sunbal Ikram Shah Sawar Khattak, Secertry PSO Kust KPK 2 years ago Show More Darood shareef urdu book 1. 2. 3. 4. 5.
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