The age-old frustration of a dealer principal or sales manager is, “Are we playing in all of the deals?” What percentage of deals in your market is your sales team actively pursuing? We call this measurement Deal Exposure.
If there are 100 deals going down in your market this month and you have 20 opportunities in your pipeline with a 30-day windows, you have a 20% deal exposure. Stated another way, you’re missing out on 80% of the deals.
As a former sales manager, I’ve laid awake at night wondering how many deals my team is missing. Now, I think I have come up with a benchmark and a way to measure your sales and marketing effectiveness.