{"id":70041,"date":"2022-10-24T16:13:59","date_gmt":"2022-10-24T23:13:59","guid":{"rendered":"https:\/\/www.act.com\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/"},"modified":"2023-03-21T10:49:20","modified_gmt":"2023-03-21T17:49:20","slug":"a-pragmatic-approach-to-achieving-breakthrough-sales-results","status":"publish","type":"post","link":"https:\/\/products.act.com\/en-gb\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/","title":{"rendered":"A pragmatic approach to achieving breakthrough sales results"},"content":{"rendered":"<p><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-69336 size-full\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/Breakthrough-Sales_v2_Feat_101922.png\" alt=\"\" width=\"1200\" height=\"630\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/Breakthrough-Sales_v2_Feat_101922.png 1200w, https:\/\/products.act.com\/wp-content\/uploads\/Breakthrough-Sales_v2_Feat_101922-300x158.png 300w, https:\/\/products.act.com\/wp-content\/uploads\/Breakthrough-Sales_v2_Feat_101922-1024x538.png 1024w, https:\/\/products.act.com\/wp-content\/uploads\/Breakthrough-Sales_v2_Feat_101922-768x403.png 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/p>\n<p>When prospecting, you may be \u2018<em>actively working\u2019<\/em> referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities.\u00a0 Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials).\u00a0 According to our research <sup>2 <\/sup>about 25% of sales-ready-opportunities will be won (no problem) and about 25% will be lost (they have no chance) but <strong>50% are at play<\/strong> and could be won if . . .<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-69224 size-full\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/sales-if-1.png\" alt=\"\" width=\"701\" height=\"468\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/sales-if-1.png 701w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-1-300x200.png 300w\" sizes=\"(max-width: 701px) 100vw, 701px\" \/><\/p>\n<h2>Sales performance findings<\/h2>\n<p>According to our research<sup>2<\/sup>\u00a0less than 22% of salespeople consider time a key performance indicator (KPI) however, more than 25% of sales-ready-opportunities are lost because the sales cycle is too long and, according to CSO Insights, 21.3% result in no decision.\u00a0 Additionally, at least 60% of salespeople miss their sales goals \u2013 60% of those underperformers are not effective prospectors and don\u2019t find enough sales-ready-opportunities.<\/p>\n<p>The following industry findings<sup>3<\/sup> support our research:<\/p>\n<ul>\n<li>Only 17% of salespeople can get a second meeting with a prospect who has an identified sales-ready need.<\/li>\n<li>When prospecting, and without help, only 52% of salespeople can access key players and decision-makers.<\/li>\n<li>The win rate of an average salesperson is less than 47%, and the win rate for a high performer<sup>1<\/sup> is over 70%.<\/li>\n<\/ul>\n<h2>How many prospects should you be actively working?<\/h2>\n<p>The above data provoke the most-asked question in sales: \u201cHow many prospects do I need to be<em> \u2018actively working\u2019<\/em> to achieve my annual sales goals?\u201d<\/p>\n<p>You can find the answer with the following two-step process:<\/p>\n<h3><strong>Step 1\u00a0<\/strong>Determine how many sales-ready opportunities are needed to achieve your goal.<\/h3>\n<p>Let\u2019s assume you have:<\/p>\n<ul>\n<li>a sales velocity\/goal of $12 million (about $1 million per month)<\/li>\n<li>a 50% win rate<\/li>\n<li>a $1 million average deal size<\/li>\n<li>45-day (1.5 months) sales cycle<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-69217 size-full\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/sales-if-2.png\" alt=\"\" width=\"1045\" height=\"448\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/sales-if-2.png 1045w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-2-300x129.png 300w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-2-1024x439.png 1024w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-2-768x329.png 768w\" sizes=\"(max-width: 1045px) 100vw, 1045px\" \/><\/p>\n<p>In this scenario, you need to have at least three new Sales-Ready Opportunities (SRO) per month.<\/p>\n<h3><strong>Step 2:\u00a0 <\/strong>Determine how many prospects you will need to be <em>\u2018actively working\u2019<\/em> <sup>4\u00a0 <\/sup>to achieve your annual sales goal.<\/h3>\n<p>Your prospect conversion ratio is a function of your prospecting skills and the source of your prospects. Your conversion ratio for existing customers is going to be the highest (greater than 20%), marketing qualified leads will not be higher than 10%, and cold calls will be less than 2%.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-69210 size-full\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/sales-if-3.png\" alt=\"\" width=\"973\" height=\"279\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/sales-if-3.png 973w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-3-300x86.png 300w, https:\/\/products.act.com\/wp-content\/uploads\/sales-if-3-768x220.png 768w\" sizes=\"(max-width: 973px) 100vw, 973px\" \/><\/p>\n<p>Assuming you need 3 sales-ready-opportunities per month, and you have a 15% conversion ratio, you will need to be \u2018actively working\u2019 20 prospects every month.<\/p>\n<h3><strong>How to find or create more high-quality prospects and increase your prospect conversion ratio<\/strong><\/h3>\n<p>Performance Insights has partnered with the industry-leading sales training company St. Meyer &amp; Hubbard to build a program for Act! Premium users to answer this question. The program is called<strong> Managing Breakthrough Results <\/strong><sup>SM<\/sup> and it integrates sales training with visually compelling sales reports and analytics \u2013 and it all works the way you already work in <strong>Act!.<\/strong><\/p>\n<p>Training is virtual or onsite and (optionally) comes with a one-day workshop to tailor the reports and analytics to the way you sell and use <strong>Act!<\/strong><strong> \u00a0<\/strong>You will acquire the skills to find and close more sales-ready opportunities.<\/p>\n<p>Click <a href=\"https:\/\/actforfinancialservices.com\/\" target=\"_blank\" rel=\"noopener\">here<\/a> for more information on this highly acclaimed program that helps your sales team<strong> achieve breakthrough sales results!<\/strong><\/p>\n<p>&nbsp;<\/p>\n<h5 style=\"text-align: left;\"><sup>1 \u00a0 <\/sup>High Performers are those achieving at least 130% of their annual sales goals<\/h5>\n<h5 style=\"text-align: left;\"><sup>2 <\/sup><strong>\u00a0What Winners Do Different <\/strong><sup>SM <\/sup>research by Performance Insights<\/h5>\n<h5 style=\"text-align: left;\"><sup>3\u00a0 <\/sup>CSO Insights, Gartner, and Forrester<\/h5>\n<h5 style=\"text-align: left;\"><sup>4\u00a0 <\/sup>Actively calling, emailing, and having purpose-driven conversations<\/h5>\n<h2>About the author<\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-65087\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/R-buck-pic.png\" alt=\"\" width=\"159\" height=\"126\" \/><\/p>\n<p>Ron Buck is the Chairman &amp; CEO of Performance Insights \u2013 an industry-leading software company serving the financial services industry.\u00a0 Ron is a recognised industry leader and has taken two companies public prior to Performance Insights.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>When prospecting, you may be \u2018actively working\u2019 referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities.\u00a0 Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials).\u00a0 According to our research 2 about 25% of sales-ready-opportunities will [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":69339,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[186],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v22.2 (Yoast SEO v22.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>A pragmatic approach to achieving breakthrough sales results<\/title>\n<meta name=\"description\" content=\"Learn about a new program called Managing Breakthrough Results SM that integrates sales training with visually compelling sales reports and analytics \u2013 and works the way you already work in Act!.\" \/>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A pragmatic approach to achieving breakthrough sales results\" \/>\n<meta property=\"og:description\" content=\"Learn about a new program called Managing Breakthrough Results SM that integrates sales training with visually compelling sales reports and analytics \u2013 and works the way you already work in Act!.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/products.act.com\/en-gb\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/\" \/>\n<meta property=\"og:site_name\" content=\"Act!\" \/>\n<meta property=\"article:published_time\" content=\"2022-10-24T23:13:59+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-03-21T17:49:20+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/products.act.com\/wp-content\/uploads\/Breakthrough-Sales_v2_Feat_101922.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Act! 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