As anyone who has ever shot an arrow will tell you, one of the KEYS to hitting the bullseye is knowing WHERE the target is located. Otherwise, it is like shooting while wearing a blindfold! Salespeople who are not totally clear on THEIR targets, are frequently DIALING BLINDLY.
The ‘target’ in this context, is NOT the salesperson’s ‘target audience’. You can be dialing blindly even if you know your ideal prospects’ name, age and serial number. The targets that I am talking about here are the salespersons’ productivity targets. Without a clear understanding of YOUR productivity targets, also known as KPI’s (Key Performance Indicators) you may as well be dialing in the dark!
How many tries does it take?
Do you know how many calls you need to make before you set a qualified appointment? This is NOT a trick question! This is a number YOU need to know and keep track of, based on YOUR lists, YOUR calls and YOUR experience. I cannot supply this answer, but I can assure you that if you identify and keep track of this number, you WILL be able to improve upon and reduce it!
Peter Drucker, the man who is often credited with having ‘invented’ the management practices of the corporate business world, famously said, “If you can’t measure it, you can’t improve it”. I agree!
Knowing the number of dials it takes to get to the point where you engage in a conversation with a decision maker is the first step to getting a handle on your target. The next step is knowing how many conversations, with decision makers, need to take place to set qualified appointments. You also need to know how may qualified appointments you need to set before you close a sale. Again, there is no one correct answer – this is a compilation of data based on YOUR experience.
Gather and use this information to set YOUR productivity targets
Identifying these stats will help you monitor your progress, keep you on track and close more sales. Once you have these numbers, you can challenge yourself to hit or beat them. You will be able to measure AND to improve them!
The first step to hitting ANY target is to be very clear on what it is. What are YOUR current stats and what will YOUR target be? Don’t dial blindly!
If your sales team is dialing blindly and/or not hitting YOUR sales targets, give us a call at 908.879.2911 – our Call Center In A Box service includes the training, management and monitoring YOUR team needs to SUCCEED!