Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard.
What is a 1st appointment to proposal ratio? Its simply how many times you gain commitment with your prospect to take the next step, as outlined by your sales process.
Depending on your solutions-based product or service and your sales methodology, your Next step may be one of the following:
An on-site demonstration
A trial period of your widget
A tour of your operations or manufacturing facility
A no-obligation survey
An evaluation and side-by-side comparison, apples to apples
A solution-based evaluation, apples to oranges
Whatever your Gateway is, be sure to attach a business rule and definition to it, and then most importantly measure it.
For example, lets look at a telecommunications company that provides voice, data and...
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