If you’ve never kept track, start. If you have kept track, go back and count.
How many first calls does it take you to get a qualified call? How many qualified calls does it take you to get a presentation/meeting/demo? How many demos does it take to get a signed contract?
Once you do this, you simply back out the numbers from your quota —- and Voila! you have your weekly activity plan. Keep the numbers, count the “no’s”, and keep on going.
Eventually, you’ll start getting better at turning the first meetings into more qualified meetings, but that will happen naturally. Just keep doing the activity plan, and you simply can’t lose!
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(This is a secret that VERY FEW salespeople actually know or use — that’s why you’ll be number ONE — If you can’t measure it you can’t manage it. If you can’t manage it, you can’t move it! — Or something like that!)
Count ’em up!
The Irreverent Sales Girl