Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls.
Your reps need to be thinking about making quality calls rather than focusing on quantity. They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current prospects and moving them closer to a sale.
There has always been a big debate in sales communities about quantity versus quality in regard to the number of phone calls to be made. First, this issue needs to be broken down into two job functional areas:
- Telemarketing or lead generation. These calls need to be quick and have questions prepared that are designed to qualify a suspect to be turned over to a sales rep based on positive results. For these types of cold calls, I recommend no more than four or five questions be asked. If the suspect wants to continue the conversation, that’s a bonus. But this job really is more of a “throw as much mud at the wall” as you can type of call. The be better the questions, the better the sales tools, the better the list and the better the telemarketer, will determine how many calls they can make in a day.
- Sales reps that can move a new prospect from warm to close, as qualified by the telemarketer. Your sales reps’ number of calls that can be made in a day, week or month, are usually determined by a few criteria:
– Do they need to make presentations or give demos?
– Do they write up their own proposals?
– How many existing accounts do they have to manage on a daily basis?
– Are they responsible for doing some of their own hunting?
For your sales reps, you will need to determine a fair and realistic number of calls to be made. You may need to have two or more sets of numbers, depending on your organization. I even use goal attainment from the previous month as a way of setting the number of calls required. (This is actually a very good motivator to make quota!)
I am both a numbers guy and a quality guy. If your reps practice, drill and rehearse and then add quantity, the sky’s the limit.
Part-Time Sales Management