“Just because you can’t see something doesn’t mean it isn’t there!” Jackie Harrison (Susan Sarandon) Stepmom (1998)
Have you ever heard of the Drake Equation?
I hadn’t until recently – it turns out that it’s the equation used to estimate the number of detectable extraterrestrial civilizations in the Milky Way galaxy.
More precisely, it’s used in the Search for Extra Terrestrial Intelligence (SETI), and was devised by a chap called Frank Drake, Emeritus Professor of Astronomy and Astrophysics at the University of California, Santa Cruz.
For all of you out there with a scientific mind, the Drake Equation states that:
You can read the full breakdown at this link
It started me thinking about all those of you out there, planning your 2012 sales targets – who are you going to sell to and how are you going to find them?
Now, the unscientific, fanatical, over optimistic ET hunters would have you believe that almost every planet is teeming with life and there are some sales managers out there who are a bit like that – “it’s all about darkening doors” – the “go and see everyone” brigade.
Neither of these groups will ever be convinced that their beliefs are wrong – the fault lies with all those around them who haven’t found what they definitely know is out there.
On the other hand, the short sighted “there is no other intelligent life in the entire universe” gang have much in common with the old, tired sales war horses who can’t stop moaning about the state of the economy.
Now clearly you don’t want to fool yourself that everyone is a potential customer, but at the same time, you don’t want to sell yourself short – make your targets stretching yet realistic.
For a bit of fun, why don’t you get a little scientific about it?
Below is my version of the SETI Drake Equation (my Mother will be sooo proud) – run through it while planning this year’s target and let it help you cut out the improbable without ignoring the possible.
The SETI (Search for Extra Trade & Income) Murray Equation
N = the number of businesses in your designated area with which a profitable business relationship is possible;
Equals
R* = the number of businesses operating this year in your designated area
fp = the fraction of those businesses that have a real need for what you sell
ne= the number of those businesses that have a potential requirement to talk to someone this year from your area of expertise
fℓ = the realistic fraction of the above that YOU can effectively and professionally sell to and supply (include; cold calling, appointments, proposal writing, presentation, follow up call, renewed proposal, close, delivery)
fi= the realistic fraction of the above that could actually go on to develop some form of meaningful dialogue with you this year
fc= the fraction of the above that will actually go on to develop a trading relationship with you this year
L = the average length of time that each sales process is expected to take.
Remember – the truth is out there!
Until next time
Chris
This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.
You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.
We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.
Chris Murray
0844 293 9777
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