.300 Average

"Baseball is the only field of endeavor where a man can succeed three times out of ten and be considered a good performer." ~Ted William Ahhh the Splendid Splinter, sharing his thoughts on one of the subjects he knew best - Hitting. While specific percentages and variables are difficult to nail down, there is a common belief in sales that a 30% close rate is a target conversion rate for qualified leads. As in baseball, we all need to analyze how best to increase our average. Disciplined hitters focus on quality at-bats, taking pitches and working deep in the count, waiting for their pitch to hit and even taking a free base on balls if they don't. A good salesman understands quickly how to qualify a lead, how to identify the true potential of a prospect and how to focus their efforts to make sure they convert. Quality conversations, waiting for the right moments to take action, and knowing when to let a prospect walk away. Essential skills.