I know you've heard that line a million times. Maybe even more.
Every time sales are down, or you're not at your numbers for the month, what do 99% of the unqualified sales managers in the world - which would pretty much be 99% of sales managers altogether - always say?
"Make More Calls!"
As if doing something that isn't working now will suddenly and mysteriously work if you just do more of it!
The sad reality is that they really don't know what else to tell you. Few sales managers succeeded in sales themselves, and if they did, it's because they had an uncle or daddy high up in the company who made sure they got all the good leads.
I even had one whack-job manager, years ago, who had a Wheel of Fortune type wheel. Every morning each of us was required to spin it and it would land on "100 phone calls," "Hit 50 doors," "Call 50 potential referral partners," etc.
In one word: STUPID!
The Big "Numbers Game" Lie
When challenged on why their only answer - ever - to the problem of lack of sales is always "make more calls," they always give the same answer: "Sales is a numbers game."
Uh, no it isn't. Sales isn't a numbers game. It's a game of brains and strategy.
Would you win a game of chess against a seasoned player if you believed you could just blindly make more moves, without really knowing what you were doing? Of course not, and the thought of doing so is really stupid, but "make more calls" and "sales is a numbers game" are just as stupid.
Early on in elementary school, around the second or third grade, I learned multiplication. As part of that education, I learned that anything multiplied by zero always equals zero. Always. No exceptions.
So, if you're making 20 or 30 cold calls a day, and not getting any success from it, why make 50 or 100 calls a day?
20 x 0 = 0
And 50 x 0 = 0. And 100 x 0 = 0.
The very definition of insanity is doing the same thing over again but expecting different results. By that definition, the overwhelming majority of today's sales managers belong in a psychopathic hospital. Which isn't too far-fetched, considering the fact that one of my old "numbers guy" type of managers is now serving 25 to life for putting a contract on the Director of Sales when he was fired for non-performance!
(Little did he know that the "contract killer" he tried to hire was really an undercover police officer!)
But I digress.
If cold calling - and increasing activity - won't solve the problem, then what will?
Easy: Don't increase your activity. Change your activity - change it to something that works!
And guess what - in today's Information Age economy, there are more ways and means than ever before to get a HUGE number of hot, qualified prospects in your pipeline than ever before. And all without cold calling.
So stop listening to the dinosaur sales managers - few of whom ever succeeded themselves - and start thinking for yourself if you want huge sales success!
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com