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The Sales Accelerator

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The Sales Accelerator - Lesson 1 - Know Your Numbers (Part 1)

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1. What is the purpose of knowing the overall sales target?
To set individual quotas To align the sales team's efforts towards a common objective To determine product pricing To identify high-potential leads
2. How do you calculate the average deal size?
Total Revenue divided by Total Expenses Total Revenue divided by Number of Closed Deals Number of Leads divided by Number of Sales Total Revenue multiplied by Number of Sales
3. Why is knowing your average deal size important?
To forecast revenue To set realistic sales goals To allocate resources effectively All of the above
4. What is the first stage of the sales cycle?
Proposal Presentation Contract Negotiation Needs Assessment Initial Contact
5. What is the goal of the Needs Assessment stage?
To close the sale To understand the customer's requirements To present the product/service To capture referrals
6. Which stage involves discussing terms and addressing objections?
Customer Onboarding Proposal Presentation Contract Negotiation Initial Contact
7. How do you calculate the Lead to Sales Conversion Ratio?
Number of Leads divided by Number of Sales Number of Sales divided by Number of Leads, multiplied by 100 Total Revenue divided by Number of Leads Total Revenue divided by Number of Sales
8. What is the importance of analyzing the Lead to Sales Conversion Ratio?
To measure performance To allocate resources effectively To identify areas for improvement in the sales process All of the above
9. Why is it crucial to understand both team and individual sales targets?
To manage time and prioritize activities effectively To set pricing strategies To identify potential customers To track competitor performance
10. Which of the following actions can help improve the Lead to Sales Conversion Ratio?
Enhancing lead quality Increasing product prices Reducing marketing efforts Extending the sales cycle length