There are only four factors that impact how much you sell. We call this the Sales Velocity Equation and it’s pretty simple. Your Sales Velocity is a function of:
A. the number of sales opportunities you work
B. the average deal value
C. your win rate
D. the length of the sales cycle
Simply put; you want to increase A, B, & C and reduce D. If you increase A, B and C by 10% and reduce D by 10%, then you increase your sales velocity by 47%. Go on, do the math – it works out.