Calculate Your Formula for Selling Success

By Keith Rosen, MCC
The Executive Sales Coach™

Some salespeople complain that they never know when it is OK to "shut it off" for the day. When is enough actually enough when it comes to prospecting and cold calling?

Imagine how much easier your life would be if you were able to identify the specific and measurable actions you need to take on a daily basis in order to reach your yearly income goal. Use the following template to create your success formula. You will then be able to determine how many cold calls to make and the number of appointments/presentations needed each month, even each day, to attain your goals, as well as the time commitment it will take to do so.

Let the numbers in your success formula determine the amount of activities you need to put into your daily routine to ensure selling success. It sure beats scratching your head at the end of every month, wondering why you didn't meet your sales quota. Now, you will have a defined formula to follow so that you can generate the results you want.

• How many calls do I need to make to generate one prospect?
• How many prospects does it take to generate one sale?
• How long will each prospecting or cold-calling effort take?
• How much time do I need to devote to new business development every day?
• How many sales do I need each month to attain my year-end financial goals?