One of the biggest reasons that sales professionals don't hit quotas is that they have a small pipeline or an inflated/false pipeline. If you've been in sales for over a year you know what I'm talking about. The pipeline where you have a $70,000.00 dollar opportunity in the pipeline that was really dead 3 months ago so your boss doesn't hammer you about it. Yeah, that one.
So I wanted to help the people who are reading this that actually want to change. They want to move on and be a top performer in their organization, field and ultimately accomplish their life goals. If your sales aren't high enough it is an easy fix. Talk to more people and you will find more opportunities, when you find more opportunities you will sell more for two reasons.
1) You put less pressure on your prospects to buy.
2) You are more selective in properly qualifying your prospects, which leads to an increased value per sale.
Before I give you a simple formula to increase sales we've got to make sure our attitude is right about prospecting. You have to understand that NO is a great word. The more you fail the more you'll sell. I want you to say "that was awesome" in an enthusiastic voice every time you you get a voicemail, a rejection or a maybe. This will help to change the emotional response you have to a NO after you do this for a while. Once you master the ability to take No for an answer and understand it is a key to success you are ready.
Simple Goal Setting - I recommend that the metric we pay the most attention to is the amount of appointments booked. You need to define for you what your closing ratio is. A closing ratio to me is the percentage of qualified opportunities that you close. Also write down the characteristics of the least qualified lead you would consider to be qualified and counted towards your closing percentage. Take the time to do this or the goal setting process will not work. Do it and your sales will increase drastically.
Okay, so now you have established what a qualified lead looks like and your actual closing percentage. Defining your work habit is simple from here. You can now do some math to come up with how many leads it takes to hit your sales goals. Finally I recommend blocking off 1 day. On this day make nonstop calls, which you should be able to make 125-150 in an eight hour day if you are really hustling. Take the number of leads you booked up that day and now you can plan the amount of time you need to prospect moving forward. You will get a better understanding of how many calls it takes the more calls you make. The key is to be honest with yourself. Most people severely underestimate the calls required to produce enough qualified opportunities to hit their numbers
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