Why You Need to Know Your Sales “Math”
Sales success isn’t just about effort. It’s about understanding the numbers behind your process.
Without knowing how many prospects lead to discovery meetings, how many of those meetings turn into proposals, and how many proposals lead to a Closed-Won deal, you’re just guessing — and guessing isn’t a strategy.
Here’s an illustration of why knowing your sales math matters:
1️⃣ It Eliminates Ambiguity
Sales becomes predictable with clear steps:
• 25 prospects → 10 discovery meetings
• 10 discovery meetings → 5 proposals
• 5 proposals → 1 closed-won deal
2️⃣ It Provides KPIs and Metrics to Track
Sales math gives you measurable KPIs and formulas to assess progress and align efforts with your goals.
3️⃣ It Focuses Your Effort
If you need 10 closed deals to hit your target, you know exactly how many discovery meetings, proposals, and prospects it takes to get there.
4️⃣ It Defines the Path to Your Goals
For a $500,000 annual target with a $50,000 average deal size, you need 10 closed deals. That breaks down to 50 proposals, 100 discovery meetings, and 250 prospects.
5️⃣ It Calculates Your Close Ratio
Your close ratio reveals efficiency. If you close 1 deal from 10 discovery meetings, your close ratio is 10%.
6️⃣ It Tracks Monthly Prospecting Goals
To maintain your pipeline, you’ll need to add 21 new prospects per month (250 ÷ 12), or about 5 per week.
At Nacre Consulting LLC, we help sales teams uncover their numbers, refine their strategies, and create predictable, scalable success.
Sales “math” isn’t just a tool. It’s the foundation for sustainable growth.
Do you know your math? If not, let’s figure it out and turn your metrics into results.
