Last week we talked about how many Cold Calls we need to make each week in order to hit our goal. This week we’ll talk about how to figure out if we need to do more than we first planned.

If you’re seeing a downturn in your sales, you’ll first see it in your closing ratio. It will be taking you more opportunities to close a deal, so you’ve got to figure out by how much and ‘turn up the dial’ (number of dials you make) appropriately to get more Initial Meetings in order to make up the difference.

If your closing ratios are getting worse right now than you’re used to, do something about it now. Don’t wait too long where you can’t make up the difference with a little more in the funnel.

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