Improving sales performance

If you're not satisfied with your performance, there are really only two options available to you:

•  Do more of what you're already doing, or
• Do something different

The problem you face, however, is which solution is the right one?

Measuring your performance isn’t just the final score. It’s all of the componentry that makes up a successful effort.
​
A handy acronym to use is CAPS:

•  Calls
• Appointments
• Presentations
• Sales

By looking at the ratios or percentages between each stage, and comparing that to an industry benchmark, you can get the answer as to whether you need to do more of what you’re already doing (i.e. by increasing your calls) or by doing something differently, such as changing your scripts, improving your presentations, and so on.
​
It’s often said that sales is a numbers game but there’s more than just one number to work on. Now you just have to figure out which number's which!