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What's Your Referral Efficiency Ratio?
By Jim Kasper, President & CEO, Interactive Resource Group

As we all know, referrals are the lifeblood of every sales professional. So, it makes sense to stop and take stock of how we're doing in our referral efforts.

As we all know, referrals are the lifeblood of every sales professional. We thrive on them and without referrals, our business would dry up. Our cell phones would quit ringing. So, it makes sense to stop and take stock of how we're doing in our referral efforts. To find out, take a minute and complete the following brief survey:
What % of your business originates from referrals?    
__________________%

How many years have you been in sales?    
________________(YRS)

Divide the first number on by the second number. Enter it here:    
__________________
That number is your Referral Efficiency Ratio.

Top performing sales professionals have Referral Efficiency Ratios of "4" or higher

Jim Kasper is the Founder and President of Interactive Resource Group. Mr. Kasper has over 26 years of practical experience in direct sales, sales management, sales training, and marketing. Contact him at www.salestrainers.com or call 800-891-7355

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