Abschlussquote deines Sales-Teams maximieren

0:00When you have more salespeople, there's another issue that starts to come up, which is my sales team's underutilized or they're booked out. So, what's the sweet spot? The reason this is important is because well, if you miss it, you will let me let me go either extreme. If you have your sales team completely booked out, fully utilized, here's two things that happen as a result that are bad. Number one is that your total lead conversion will go down. you will make more sales because they're booked out for sure. Absolute will go up, but your your conversion rates will go down, meaning your CAC, your cost to acquire customers will go up. Um, which is depending on how sensitive your numbers are, could be very bad for the business. And so that utilization happens and as a result, one people have to start booking out further and further because tomorrow, the next day, they're all booked out. They can't find convenient times. So, one, it's further out. And so show rates on further out appointments compared to sooner appointments goes down. Number two, show rate on appointments that are inconvenient versus convenient. Maybe they do it a little bit sooner, but it's still not the time they'd ideally like.

1:04Show rates go down. Number three, what happens if a sales guy is making calls all day long? What are they not doing? They're not doing outbound. What are they also not doing? They're not following up on the the calls that they should just they have six-in putts. They have some tipins that they need to do that they just aren't doing because they're on calls today. And rightfully so. They should be focused on like they should reasonably focus on the leads that are in front of them but it is your job as the entrepreneur to move their calendar better utilize their time so you can maximize conversion. Okay. So on the other extreme let's say that you have 30% utilization uh so you know 70% of their calendars uh empty. The problem with this that I found is that sales team morale can start to drop because they're they don't really ever get in momentum. So, if you have like two calls a day, like the calls sometimes mean too much. And so, guys will have kind of commission breath. They're like, I have to close this sale, right? I'm not going to get paid. And so, it's a balance between both those things. So, I found 70% is kind of the sweet spot. I don't let it get above 85. Um, and I try not to let it drop below 60. And so, that's kind of give you a range. I would say 70 75 is right around the sweet spot for this. And I'll and I'll explain the reasoning why. when we see conversion rates as in if we get 100 leads we want to maximize the conversion of those leads which function functionally is what a sales team is supposed to do why why you have sales team rather than just a checkout page if we want to maximize that conversion then we want to give the time we want to give one enough times for the prospect to book soon two enough times for that time to be convenient for them both of these things increase show rates number three we want to have the salesperson have enough blank space in their calendar so they can work their pipeline and bring people back in and I remember the realization I had around this was we would have high weeks and low weeks with ads in terms of book calendars, but our sales remained relatively the same. And I was like, how does that work? And it was just because when a big wave came in, the guys were really inefficient.

2:58And when there was, you know, a famine, if you will, and there was more empty calendars, the guys squeezed their pipelines. And so I was like, man, if we just squeezed our pipelines all the time, we would just make on the high weeks, we'd make so much more money. Well, how do you do that? You typically need to hire more salespeople. And I will say as a as a personal note, I have yet to make less money by hiring more sales people. So like when in doubt, sales tends to drive business. And I also have some belief around the fact, and this is most cultures, not ours here at acquisition, but the vast majority of sales cultures, guys will get fat and happy. They will make enough sales to make whatever that nut is for them that they don't want to work that hard anymore. And so I would rather have the guys just below whatever that that that amount is. So they're always striving.

3:39they're always squeezing the pipeline rather than you know they can sell to their goal within the first two weeks and then they take the last two weeks of the month off and that's where um you know entrepreneurs will say hey do I need to change my sales commissions maybe but more often than not it's like you can just add sales people so that they can squeeze their opportunities better real quick I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish I've now done multiple times and so I can say with a lot of confidence that these are the stages as headcounting increases that you need to get through. And I broke each of these down by eight different functions of the business. What the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate.

4:20And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.