So Sales Is A Numbers Game – Is It?


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What does Sales Is A Numbers Game mean? 

Its an expression used by lots of people, mostly with a knowing smirk, as if they’re privvy to some sort of higher intelligence the rest of us don’t have. This is a bit like the economist claiming to predict the markets and just as meaningless.

By Sales Is A Numbers Game they mean the more people you pitch your product at, the more sales you’ll make.  And at one level there is some truth in this accepted wisdom.  Afterall, even blind squirrels get lucky once in a while, and stumble upon a nut.

But mostly the Numbers Game is a concept with which unscrupulous, or lazy, or stupid owners and managers exploit the desperation of failing sales people. 

It comes from the earliest days of the Industrial Revolution when rich factory owners needed representatives to sell face to face to the new consumers.  In those days manufactured products were in short supply, and demand was high, from populations desperate to take advantage of the new lower cost, mass produced, goods. Products were simple, and customers ill informed.  Competition was minimal, and customer wants were easily satisfied.

Contrast that scenario with today’s markets, where customers are informed, and demanding, and have no shortage of alternative supply options. Competitors fall over themselves to offer more customer value, at lower cost.  

Our case study shows how numbers don’t mean anything unless there’s a clear understanding of who will buy, for what reason, and how they’ll pay.  Define that demographic and the numbers game comes into play, but not meaningfully.  Every target is a probable prospect.

Don’t just take our word for it.  The Harvard Business Review agrees how the job of selling is changing, but the people doing it aren’t.

Why doesn’t the traditional approach to selling and sales management work so well any more? What can the modern sales professional do to stay relevant in today’s customer driven markets?  Check out our eBook Reengineering Sales Management for ideas on how to embrace the new order of customer driven buyer/seller relationships.

Republished with author's permission from original post.

Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.


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