When you’re in Sales it’s easy to get down. Network, call, email, post. Cash register not ringing. Am I doing something wrong?

Then a few things break. Then a few more. I’m on a roll! Did I get smarter? Of course not... It’s about the process. If you are consistently getting opportunities your process is working.

My father started his own business and told me the 10-3-1 rule. 10 opportunities get you 3 proposals gets you 1 sale. It’s remarkable how it works.

Early in your journey, you will need more opportunities. Later you might need less. But I like this rule of thumb.