Chapter 15. How to measure performance
Measuring your performance against the competition
Measuring your own performance
Your real chances of winning the work
Sales reporting
Rewarding sales achievement
‘I am only as good as my last battle.’ | ||
| --Napoleon Bonaparte (1769–1821), emperor | ||
Measuring your performance against the competition
A good rule of thumb for selling is that you will win about one-third of the work you quote for. (A ‘quote’ here means either written quotes or precise verbal quotes.) This rule has obvious uses for predicting your company’s sales. Broadly, it means that your monthly pipeline of potential services work should contain about two-and-a-half times the amount of work you could actually do. If you win a third of that pipeline ...
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