Understanding the true value of quality over quantity in sales is crucial to making sure you get the conversions you need to keep your business growing. While it’s tempting to think more leads, prospects, and conversions are the key to being a successful salesperson, the quality of your sales makes a huge difference to your company’s future.
Here’s why quality over quantity should always be a focus when you’re developing your sales strategy.
First, let’s define what quality over quantity really means in the sales landscape.
When you first get started in sales, you’ll often be taught that you should always be working to increase your number of leads and conversions. More sales means more profits after all.
The focus on “quantity” simply means you use all of your time trying to convert as many leads as possible, using everything from cold calling and emailing, to direct outreach to add as many people to your customer list as possible.
However, the more time you spend in sales, the more you’ll realize that certain conversions drive better returns in the long-term. Focusing on quality over quantity means you concentrate your best sales efforts on converting the customers most likely to become long-term brand advocates, with a higher lifetime value.
When you’re focused on quantity in sales, you’re constantly pushing to get as many sales as possible, without thinking about the difference between one lead over another. This could mean you waste time pursuing contacts and prospects who aren’t really going to generate great results for your brand.
Focusing on quality in sales means you can get a better ROI from your sales strategies, because your efforts and resources are focused on finding and converting the most valuable leads.
With a focus on quality over quantity you can:
Still not sure what it means to prioritize quality over quantity in sales? Let’s take a look at an example. Imagine you were selling software to B2B businesses to help with their accounting issues. If you were to focus on quantity over quality, you would make a plan to reach out to as many potential customers as possible, often without taking the time to qualify your leads.
Alternatively, with a focus on quality over quantity in sales, you would start by:
With a focus on quality over quantity, you spend more time with the individual prospects who can help to grow your business, building relationships that lead to higher purchases and more value for your company in the long-term.
While a high number of sales can feel great at first, it’s important to remember that every sale requires a significant amount of investment and effort. Making the most out of your resources means knowing how to distinguish “quality” leads straight away, rather than looking at numbers alone.
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