{"id":70041,"date":"2022-10-24T16:13:59","date_gmt":"2022-10-24T23:13:59","guid":{"rendered":"https:\/\/test-act-main.pantheonsite.io\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/"},"modified":"2026-02-27T19:03:25","modified_gmt":"2026-02-28T02:03:25","slug":"a-pragmatic-approach-to-achieving-breakthrough-sales-results","status":"publish","type":"post","link":"https:\/\/www.act.com\/en-gb\/blog\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/","title":{"rendered":"A pragmatic approach to achieving breakthrough sales results"},"content":{"rendered":"

When prospecting, you may be \u2018actively working\u2019<\/em> referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities.\u00a0 Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials).\u00a0 According to our research 2 <\/sup>about 25% of sales-ready-opportunities will be won (no problem) and about 25% will be lost (they have no chance) but 50% are at play<\/strong> and could be won if . . .<\/p>\n

\"\"<\/p>\n

Sales performance findings<\/h2>\n

According to our research2<\/sup>\u00a0less than 22% of salespeople consider time a key performance indicator (KPI) however, more than 25% of sales-ready-opportunities are lost because the sales cycle is too long and, according to CSO Insights, 21.3% result in no decision.\u00a0 Additionally, at least 60% of salespeople miss their sales goals \u2013 60% of those underperformers are not effective prospectors and don\u2019t find enough sales-ready-opportunities.<\/p>\n

The following industry findings3<\/sup> support our research:<\/p>\n

    \n
  • Only 17% of salespeople can get a second meeting with a prospect who has an identified sales-ready need.<\/li>\n
  • When prospecting, and without help, only 52% of salespeople can access key players and decision-makers.<\/li>\n
  • The win rate of an average salesperson is less than 47%, and the win rate for a high performer1<\/sup> is over 70%.<\/li>\n<\/ul>\n

    How many prospects should you be actively working?<\/h2>\n

    The above data provoke the most-asked question in sales: \u201cHow many prospects do I need to be \u2018actively working\u2019<\/em> to achieve my annual sales goals?\u201d<\/p>\n

    You can find the answer with the following two-step process:<\/p>\n

    Step 1\u00a0<\/strong>Determine how many sales-ready opportunities are needed to achieve your goal.<\/h3>\n

    Let\u2019s assume you have:<\/p>\n

      \n
    • a sales velocity\/goal of $12 million (about $1 million per month)<\/li>\n
    • a 50% win rate<\/li>\n
    • a $1 million average deal size<\/li>\n
    • 45-day (1.5 months) sales cycle<\/li>\n<\/ul>\n

       <\/p>\n

      \"\"<\/p>\n

      In this scenario, you need to have at least three new Sales-Ready Opportunities (SRO) per month.<\/p>\n

      Step 2:\u00a0 <\/strong>Determine how many prospects you will need to be \u2018actively working\u2019<\/em> 4\u00a0 <\/sup>to achieve your annual sales goal.<\/h3>\n

      Your prospect conversion ratio is a function of your prospecting skills and the source of your prospects. Your conversion ratio for existing customers is going to be the highest (greater than 20%), marketing qualified leads will not be higher than 10%, and cold calls will be less than 2%.<\/p>\n

      \"\"<\/p>\n

      Assuming you need 3 sales-ready-opportunities per month, and you have a 15% conversion ratio, you will need to be \u2018actively working\u2019 20 prospects every month.<\/p>\n

      How to find or create more high-quality prospects and increase your prospect conversion ratio<\/strong><\/h3>\n

      Performance Insights has partnered with the industry-leading sales training company St. Meyer & Hubbard to build a program for Act! Premium users to answer this question. The program is called Managing Breakthrough Results <\/strong>SM<\/sup> and it integrates sales training with visually compelling sales reports and analytics \u2013 and it all works the way you already work in Act!.<\/strong><\/p>\n

      Training is virtual or onsite and (optionally) comes with a one-day workshop to tailor the reports and analytics to the way you sell and use Act!<\/strong> \u00a0<\/strong>You will acquire the skills to find and close more sales-ready opportunities.<\/p>\n

      1 \u00a0 <\/sup>High Performers are those achieving at least 130% of their annual sales goals<\/h5>\n
      2 <\/sup>\u00a0What Winners Do Different <\/strong>SM <\/sup>research by Performance Insights<\/h5>\n
      3\u00a0 <\/sup>CSO Insights, Gartner, and Forrester<\/h5>\n
      4\u00a0 <\/sup>Actively calling, emailing, and having purpose-driven conversations<\/h5>\n

      About the author<\/h2>\n

      \"\"<\/p>\n

      Ron Buck is the Chairman & CEO of Performance Insights \u2013 an industry-leading software company serving the financial services industry.\u00a0 Ron is a recognised industry leader and has taken two companies public prior to Performance Insights.<\/p>\n","protected":false},"excerpt":{"rendered":"

      When prospecting, you may be \u2018actively working\u2019 referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities.\u00a0 Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials).\u00a0 According to our research 2 about 25% of sales-ready-opportunities will […]<\/p>\n","protected":false},"author":4,"featured_media":131613,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[186],"tags":[],"class_list":["post-70041","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-management"],"acf":[],"yoast_head":"\nA pragmatic approach to achieving breakthrough sales results - Act!<\/title>\n<meta name=\"description\" content=\"Learn about a new program called Managing Breakthrough Results SM that integrates sales training with visually compelling sales reports and analytics \u2013 and works the way you already work in Act!.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.act.com\/en-gb\/blog\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A pragmatic approach to achieving breakthrough sales results - Act!\" \/>\n<meta property=\"og:description\" content=\"Learn about a new program called Managing Breakthrough Results SM that integrates sales training with visually compelling sales reports and analytics \u2013 and works the way you already work in Act!.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.act.com\/en-gb\/blog\/a-pragmatic-approach-to-achieving-breakthrough-sales-results\/\" \/>\n<meta property=\"og:site_name\" content=\"Act!\" \/>\n<meta property=\"article:published_time\" content=\"2022-10-24T23:13:59+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-02-28T02:03:25+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.act.com\/wp-content\/uploads\/2021\/02\/midsection-woman-using-mobile-phone-while-sitting-table-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1273\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Act! 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