In a well-functioning process, numbers are used to standardize, clearly identify the success factors, and measure outcomes of not just the end result but every step along the way.
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Not every opportunity converts; consider the time and effort it takes to have a conversation with a potential customer; for the salesperson, this means a world of difference; a few dollars make a big difference; the one number that makes or breaks success; CRM to counterbalance to the self-perception of greatness. Sales is a numbers game!
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