GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

20. Sales Activity Metrics GMS sales success is predictable when reps maintain disciplined activity levels. The following weekly targets are the minimum activity standards for all Business Development Specialists.

Metric

Weekly Target

Total outreach calls made

100

Prospects meaningfully contacted Discovery calls or in-person visits

40

10-15

Proposals delivered

5

Closed deals

1-2

Referrals requested

5+

Activity-to-Revenue Conversion Logic The mathematics of GMS sales is straightforward. At scale: • 100 calls → 40 contacts → 10 meetings → 5 proposals → 1 -2 closes per week • At an average deal size of $1,500-$3,000 per close, a rep closing 2 deals/week generates $3,000-$6,000/week or $150,000-$300,000 annually from new business alone. • Add 3-5 recurring accounts to your portfolio and the path to $500K-$1M becomes clear. Tracking Your Activity Log every call, visit, and proposal in your CRM daily. Weekly activity reviews with your manager are based on this data — accuracy matters. Reps who track consistently always outperform reps who track sporadically.

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