Yield Per Call – Best Measure (#video)0

By Tibor Shanto - tibor.shanto@sellbetter.ca

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We are all familiar with the concept of yield per call, based on revenue targets, how much do we need to generate per hour of selling, this assumes you are productively selling every available hour.

The real test however is the perceived value your prospect got from the call, was it time well spent, will it yield a return for them, without a resounding yes, you risk not realising your yield per call.

The question you need to answer is would the buyer pay for the hour with you, or how much would they pay for that hour with you, based on that, it needs to meet their yield per call, which is likely measured and based on an entirely different value scale. Take a look:

What’s in Your Pipeline?
Tibor Shanto

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