Which Victory?
In sales there are many metrics to look at for success, the two that are easiest are “how many deals?” and “how much money did you make?”. When I was selling cars, Salesman of the Month was based purely off of how many deals you made. This led to my first real wake up call as a salesman when after my 2nd Salesman of the Month in a row I had my ego deflated by another salesman who had sold 5 fewer cars each month but had nearly doubled my paycheck. He had made the profit margin on his deals significantly better than mine.
Your specific business model and budgeting will push you towards one side of that balance or the other – there are times where a bunch of small deals works out better for you than a handful of big ones – but make sure that you aren’t just taking the many small ones because it is an easier close. Make sure you’re working the big-money-hard-close deals with the same drive and motivation.
