Salespeople are often taught that sales is a “numbers game,” but master networkers know the quality of contacts matters too. Pass on these numbers to help yours sales team gauge success at an open networking event:

SPEAK WITH SIX TO TEN PEOPLE AN HOUR.

After a two-hour open networking event, check your pocket. You win if you have at least 12, but not more than 20, business cards. If you haven't met at least 12 people in two hours, you were smoozing with friends, not networking. If you collected more than 20 cards, your conversations weren't long enough for people to remember you. Speak with each person you meet for six to ten minutes, long enough to have a short conversation.

THINK OF HALF OF THE PEOPLE YOU MEET AS PROSPECTS.

It’s unreasonable to think that you’ll sell your product to everyone you meet. You won’t. Some may want it but can’t afford it. And some may need it but don't want it. Be realistic about who your prospective clients are. If you have 12 cards, six of those people are waiting to hear from you. Follow through quickly.

HALF OF YOUR PROSPECTS ARE IN THE MARKET FOR YOUR PRODUCT OR SERVICE RIGHT NOW.

Of the 12 people you’ve met, six are prospects and three of those are in the market for what you’re selling right now. If your closing rate is 50 percent, that means you'll net one or two new clients from the two hours you spent meeting 12 new people, and following through with each of them.

Two new clients in two hours? That's networking success!