Growth in Finland with Sales Mathematics!

Now seven business days have passed and Kauppalehti has not arrived in the mailbox in the morning. I hear there are challenges in Espoo's morning delivery. This has created challenges for the business coach's morning routine, because where do I get those leads (commercial ideas) for the day? - Janne.

Three days into the trip, Helsinki is calling the country again. Three days in the car, with customers and interesting encounters. But at what point do I really have time to call prospects and arrange new meetings so that the growth does not stop? – Kalle.

Sales is a numbers game, where high-quality and systematic sales work is emphasized.

In sales, you need not only the right kind of contacts, but also mass, i.e. quantity. These include activities, offers, leads, trades, losses, fairs, posts, chats, texts and in the final games Won Euros - and of course many, many others. 

So how do you know that the numbers support annual success in sales? There are at least two ways to do it:  

1. By looking at the calendar. That says a lot.  
2. By calculating. That says even more. 

Now let's focus on counting through a few questions. First, let's create the base: 

1) How much is your sales target? 

2) How much is your average store? 

3) How many trades do you need to win per year in order to reach your goal with the current average trade? 

Based on the answers to these questions, the amount of mass needed for the sales funnel (aka. pipeline or sales funnel) can be calculated in different stages. 

Next, you have to find out the hit rate of a few different steps, i.e. the hit accuracy. If we continue from bottom to top, the order is this: 

4) How many offers do you have to make on average at the moment in order to get one transaction home? 

5) How many meetings do you have to attend on average at the moment in order to be presented with one offer? 

6) On average, how many customer conversations do you need to have with different tools at the moment in order to be able to agree and implement one meeting?

Was it difficult? Yep, I'm not surprised - many people don't do this math precisely because it requires raw data, an interest in finding things out and a deeper understanding in order to open up the key figures of the different stages. And that's not all - then comes what I think is the most difficult thing to assess: 

7) How many leads do you need per year to make enough appointments? 

There is no longer a simple formula for this, but estimates can be made based on the implementation. Fortunately, you can call the same person several times a year, and you can easily find several suitable decision-makers from the same company. Depending on the industry, you can use five to ten leads per agreed and completed meeting as a good working number, but the right number can be practically anything between two and thirty - the right ratio can only be found by doing and experimenting. 

Man calculating sales math with tool.

Does the logic of sales seem difficult to internalize?

We understand very well - for that we made a simplified Excel calculator, which you can easily order below by leaving your contact information. And if you feel like you need even more support in using the calculator, you can also make an appointment with us - let's go through it together.

Cheers and energy for the week everyone!

Download the sales math tool by filling out the form!

PS: It really doesn't matter if you don't get Kauppalehti for a few days or if you miss calls one day. The most important thing is that the average is high enough in the long term and distributed evenly enough! – Kalle
PPS: I think the most important thing is routines. Everyday lead generation keeps the mind fresh, the machine running and the conversations at a good level. That's why we need to consider introducing Digilehti, after avoiding it for almost four years. Is this what the distribution problems are aiming for? 😊 - Janne

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