On this episode, we walk through the math of how much prospecting you need to do to reach your sales goals.
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Most salespeople underestimate the amount of prospecting they need to do. That’s because they don’t align their prospecting activity levels to their ultimate sales goals.
Let me show you what I mean with a simple example. Let’s assume that:
So, let’s start by thinking about the number of deals you’re going to need to close to achieve your sales goal.
Since your sales goal is $600,000, and your average sale is $20,000, you’ll need to close 30 deals to achieve your goal.
Next, let’s think about the number of meetings you’ll need to close 30 deals based on the next set of assumptions:
Finally, we need to think about the amount of prospecting activity it takes to generate 240 meetings
While at first, this may seem like an insurmountable number, it really isn’t that hard if you make prospecting a daily activity.
While the number of prospecting calls you need to make will vary depending on your industry, the important thing to remember is to figure out how much prospecting is required to meet or achieve your goal.
Finally, commit to prospecting daily to stay on track.
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