An important part of selling is to
keep track of the ratios and numbers so you can understand your pipeline and improve it. How many calls does it take to get an appointment? How many appointments does it take to get a sale? And so on. Eventually, you'll find that it generally takes 10 calls to make an appointment and 10 appointments to make a sale, for instance. Then you'll realize that if you made 1000 calls last month and made $5000, then you'll want to make 2000 calls to make $10,000. Once you start knowing your numbers, you start to understand your pipeline.