A sales strategist walks through how booking rates directly impact revenue, using real numbers from their company Seventh Level. The key insight: marketing should filter leads before they reach sales, not the other way around.
People have like really outrageous booking rates where they're like pre qualifying people to crazy degrees, right? And so we're going to go through and show what that looks like. When I was running seventh level, we had a mandated minimum book through rate from outbound calls because that meant that we could keep things nice and consistent and we could use the marketing to filter instead of the sales team because that's a recipe for disaster, if you know what I mean. Okay? You never want the sales team deciding who they speak to. You want the marketing deciding who the sales team speak to. Okay? So booking rate of 40% or a pass through rate of 70%. You know, I'm even going to do here, I'm even going to lower this show rate because all the sales reps gone. But they're going to be worse leave. So if all you do is go from here to here, right, 40 to 70, you end up with more sales, more money, good to go, an extra five and a half grand a month. Okay? And that's assuming you have a worse show rate and a worse close rate because you decided to speak to more people, Mr. Precious Sales Rep. Okay? Now you've got all of these extra opportunities, right, to do follow ups and to do no shows, no sales, all that kind of good stuff so you can actually create a pipeline for yourself, right?
