International Commerce International Marketing Internet Advertising Internet Economy Internet Media Internet Prod. Commentary Online Advert. Your sales force is focused narrowly on great prospects, so most calls result in a sale.
Every prospect really is created equal, so every sales call is one worth making.
Number three is a great situation to be in, but common sense tells us it is rare indeed, at least in ad sales. Most often, if the act of qualifying prospects does not result in higher close rates, your sales force is in one of the first two situations - either casting too small a net or working an ineffective qualification process. When a business closes a very large percentage of accounts contacted, it is likely that a large share of the possible market is being left untended - and thus wide open to competitive sales efforts and alternative solutions. Great margins with low market share will doom any company in the early stages of an industry, when growth rates matter most. When your Internet ad sales team closes essentially every account they go after, be worried.