The other day I was attending a network event when a sales professional stated his business was way off, the phones just stopped ringing, and his commissions were drying up fast.
He inquired if I could help him?
I asked, “How much time did he spend prospecting each week?”
He said, “Maybe an hour on Friday afternoons, my important work for the week has been completed.”
I explain he had his priorities misaligned and he needed to put prospecting had the head of list each week. I suggested he set in his Outlook calendar or Google calendar a block of specific time and day that is sacred with no interruptions. Do not answer incoming calls, respond to emails, answer your door – just hunker down and prospect.
In today’s market place sales professionals must spend 20 – 50% of their waking hours filling their pipe line with new leads that turn into appointments and eventually become full fledge prospects and ultimately result in a sale.
There is no easy way around it!
If you are an owner, sales manager or sales professional focus on getting more appointments and keeping your sales funnel full of new opportunities.
This flow of potential customers will determine your success or failure in achieving your sales goals. It’s not the big wins but the day to day wins that will will be the foundation for a solid sales pipeline.
Copyright © 2014 Dave Neal
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