As you might imagine, I’m a big fan of sales. Not just dollars and cents sales, although who doesn’t love those, but the actual profession of sales. 

Like many of you, it’s a passion of mine. 

That’s why, when I heard that Peter Drucker said the two things a company needs to be successful are marketing and innovation, I used to disagree. Adamantly! 

As a proud member of the sales profession that used to piss me off. 

But learned the hard way that Peter Drucker was right, and it all comes down to simple mathematics. 

It’s true! 

When you run the numbers, (and I recognize this is an oversimplification) if a marketer can bring in 1,000 leads per month, and the salesperson responsible for working those leads has a dismal closing ratio of just 5%, that salesperson would close 50 deals per month. 

Likewise if you had a salesperson with a 100% closing ratio who could speak to 50 leads per month they’d still close the same amount, and that’s with a closing ration that’s 20x higher than the 5% salesperson. 

Give the salesperson with a 100% closing ratio 5 more leads, just 10% more, and they close 5 more deals. 

Coach the salesperson with the 5% closing ratio to increase their close rate but a measly 1% and they close 10 more deals. 

The 100% closer is a master of their craft, a pro, and yet they’d likely have to work like a dog to create similar numbers to that of the 5% closer brought in off the street and easily replaced with the next person in line. 

One of my dad's favorite sayings is that figures don’t lie, but liars can figure. 

And there are a number of ways to manipulate the above numbers to suit whichever side of the argument you fall on. 

For me, I had to swallow my pride, and accept the fact that a top marketer could easily outperform a top salesperson. 

But combine the top marketer with a top salesperson and you have a lethal combination. 

Now all you have to do is add a touch of innovation and any business would become unstoppable. 

​So what’s your reflection, do you agree with Drucker and I or not?

Death - Before - Dishonor

To your success,

Nate

​P.S. If you’d like to share your reflections with me, feel free to email me at reflections@mindvaultllc.com as I’ll be happy to hear your thoughts. This email goes directly to me and is reserved only for those who read these Reflections.