Tip from the Sales Coach: Make sure that you account for any additional preparation time prior to each cold call.

13. I need to devote _____ (hours) per day to cold calling. (Number of hours per week devoted to cold calling [step twelve] divided by number of workdays.)

14. I need to make _____ (number) cold calls per day that will take up _____ (number) hours per day [step thirteen]. (Number of cold calls per week [step eleven] divided by number of workdays.)

What Did You Expect to Happen?

After completing this exercise, you'll find that you may fit into one of the following scenarios in terms of how much prospecting (in this case, cold calling) you will have to do in order to reach your income goal:

• You are right on track to reach your sales and income goal.
• You're slightly off but can easily adjust your daily routine to compensate.
• You'll need to devote a considerable amount more time to prospecting. This may require some delegation of responsibilities or taking some other activities, tasks, or projects off your plate that may not serve you best or support your goals.
• You feel like you just got hit with a two-by-four because the amount of cold calling you need to do in order to reach your income goal is off the charts and unrealistic; even too high to count.