These guys get it

http://www.dei-sales.com/sell-more/power-of-15-7-1.html

Laura lifts the telephone and dials 15 people. On average, she gets through to or makes contact with 7 people (let’s call them the “decision-makers”) - and she gets 1 booked appointment per day. That’s 5 appointments per week. That’s 15 dials, 7 contacts and 1 appointment. To make a sale, Laura will have to visit some people twice. On an average week, she does 8 visits (3 are “repeats”), and she will get 1 sale.

15:7:1 (Dials:Contacts:Appointments per Day)
5 New Appointments PER WEEK
3 Repeat Visits
8:1 Sale per Week

Why does she do 15 dials per day?

Laura’s goal for the year is to secure 50 contracts and her “ratios” tell ther something that is critical to securing the target: if she makes 15 dials a day, she will hit the target. In other words, she now knows how to go about guaranteeing she will hit the target.

Once she understands this formula, she now has 5 ways to sell more:

1. She can make more dials.
2. She can try to get through to more decision-makers.
3. She can secure more appointments.
4. She can increase their conversion rate.
5. She can sell a higher value per deal.