III C . Prospecting Management
Ratio Management

Managing your sales activity goals and ratios helps you to: know the frequency and success rates required to generate sales, know what you have to do each week to meet your production goals, and enable you to make accurate sales forecasts. This knowledge brings to those who know there ratios, a real sense of security that only comes from knowing what you must do to produce your targeted results. (SDQ Code III.C.)

Performance Objective: Knows key ratios that help in planning an in staying on track to achieve goals.

Learn how to:

  • Define the activities to track
  • Know the ratios to beat
  • Set up tracking methods
  • Leverage key ratios
  • Monitor diagnostic ratios
  • Write a prospecting plan

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