It is taking more dials per sale in 2009 – have you adjusted your goals?
2009 is a tougher market to sell into. Have you adjusted your cold calling goals to reflect the difference?
If you are a regular reader of this blog, then you know we’re a believer in metrics based selling. Can you answer the following questions about your environment?
- How much time do we need to set aside each week to set Initial Appointments to get a buying cycle started?
- How many dials does it take to get through to a decision maker we wish to meet with?
- How many of those conversations turn into appointments?
- How many of those Initial Appointments become sales?
What we’re hearing from our customers is that people are buying. It is just more difficult to find those that are.
Have you adjusted your goals? (If you’d like a free calculator to help determine what are the right goals and ratios for you, send us an email and we’ll send it right out.)
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