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    Posts
  • #9516050
    Conversion rate
    James Wykes
    Participant
    Oct 18, 2023

    Was told by my manager today that my 19% conversion rate for the FY isn’t good enough – other reps at other branches have 50-70%.

    I thought 19% was doing pretty good but guess not. Any suggestions on plan of attack? I’ve gotten it up from 5% 12 months ago.

    #9516059
    Will Barron
    Keymaster
    Oct 18, 2023
    Will Barron Oct 18, 2023

    Hey James, need to know what you’re selling, the market, your customers etc to be able to comment on conversion rates.

    The simple answer is to do more of whatever has 4xed your results in the last 12-months and drop absolutely everything else.

    It’s harder to go from 5>19% than it is to go from 19>50%.

    #9516072
    James Wykes
    Participant
    Oct 19, 2023
    James Wykes Oct 19, 2023

    Hi Will,

    Im do medical equipment to hospitals and aged care. The products range from $5 denture cups to $20K beds. I’ve got about 120 that range from 6 beds to 200 beds  I also get into the universities and schools as required

    The main thing i focus on is “crumbs” – pick up any sales I can for any little item I can and hope the big ones come my way as the trust is built.

    #9516101
    Will Barron
    Keymaster
    Oct 25, 2023
    Will Barron Oct 25, 2023

    Hi Will, Im do medical equipment to hospitals and aged care. The products range from $5 denture cups to $20K beds. I’ve got about 120 that range from 6 beds to 200 beds I also get into the universities and schools as required The main thing i focus on is “crumbs” – pick up any sales I can for any little item I can and hope the big ones come my way as the trust is built.

    Sounds like you need to follow the Upselling Framework from the Selling Made Simple book.

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