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Sales Aid #2: CAPS
A very simple method to help you analyze your sales effectiveness
Do you know how many leads (referrals or otherwise) you need to make a sale? How many cases do you have to open to generate one sale? Are you strong in closing but not in obtaining referrals? Are you better at fact finding than qualifying a prospect?
The CAPS system (Contacts, Appointments, Presentations & Sales) is a very simple method you can utilize to help you analyze your sales effectiveness. It’s easy to use and provides useful sales data to help you improve your practice.
Successful sales professionals know that making a sale is the result of accurately navigating the entire sales process. The CAPS system measures the significant steps in that process:
- Contacts
- Appointments
- Presentations
- Sales
Measure your effectiveness
Knowing how many of the sales elements you complete successfully allows you to measure your effectiveness at each step. The CAPS process will help you answer these questions:
- Am I getting enough high quality leads? Leads come typically by referral.
- How many referrals do I need to make one appointment?
- How many appointments do I need to make one presentation?
- How many presentations do I need to generate a sale?
The CAPS software automatically calculates the important sales system ratios. Knowing these ratios will allow you to correlate your marketing activities and sales results and be able make better sales projections. The CAPS system is very easy to use – you will only need to enter your sales activities on a daily basis.
