Sales is and always has been governed by numbers because, in sales, the formula for success is a simple mathematical formula: What (quality) you put into the pipe and how much (quantity) determines what you get out of the pipe. Numbers, or the “how much,” are the science of sales. The “what”—the size of the prospects, the quality of the prospects, the qualification level of the prospects, the depth of your penetration and relationships with decisions makers, influencers, and coaches—that is a little bit of science and art.
