"Make more calls" is the mantra heard around the world by sales managers everywhere.
Even most salespeople seem to be brainwashed by this myth - yes, MYTH - that if you just keep working harder, just keep doing more of what is NOT working, you'll somehow win at the mythical "numbers game" that happens to be a big lie.
The truth is that being paid to tell salespeople to make more calls is a weak excuse for a sales manager to justify his or her job, but I digress...
The problem isn't with sales managers, it's with YOU.
Salespeople continually ask me how to get MORE... more appointments, more leads, more contacts, a bigger network...
But very few focus on QUALITY over mere quantity.
Very few salespeople focus on quality of leads over quantity.
These are the kinds of questions I hear day in and day out:
"How can I get more leads?"
"How can I get more appointments?"
"How can I get more proposals out there?"
Here's the very simple, effective solution:
Start Focusing on QUALITY, not QUANTITY of Leads
Sales managers are especially guilty of this. Most are OBSESSED with short-term minutiae like number of calls, number of appointments, ad nauseam.
Here's the problem: We're not paid to make calls or set appointments. We're paid to make sales. That's all!
Not too long ago I saw the movie "In The Line Of Fire" again. In one conversation, John Malkovich's character says, "The Japanese are beating us because while our companies are looking toward the next quarter, they are looking toward the next quarter-century."
Obsessing over sales "activity" instead of focusing JUST on making sales is exactly the same kind of short-sighted mistake.
I see it all the time. Companies want me to show them how to get more leads or more appointments. What they're not considering is the QUALITY of leads. Quality always trumps quantity!
What good is getting 100 leads that result in 5 sales (5% close rate) when better prospecting methods can generate 100 leads that get 20 or 30 sales?
I like to brag that I have consistently closed 4 out of 5 sales. BUT - I didn't enjoy an 80% close rate in sales versus my co-workers' 20% average because I was a better salesman, but rather because I was working better-quality leads.
In other words, my co-workers were MISSING THE POINT, yet were still blissfully ignorant and happy with their 20% close rate.
I demanded something better and so I learned what it takes to get leads who are ready to BUY RIGHT NOW and as a result, I reached the point where I closed 4 out of 5 on the very first try.
Now I want YOU to do the same.
Learn how you can stop cold calling forever and become a sales rock star by downloading a free 37-page PDF preview of the Never Cold Call Again System.
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. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com