“How Many Sales Calls Should I Make Per Day?”

It depends on what your goals are. If you want to do just enough to keep your job, make as little as you can get away with.

If you want to make or even break your sales goals, 60 sales calls per day (including callbacks from prospects) and or 3 hours of talk time (to prospects, not your mom) has been the best winning formula I’ve found to help me outsell my co-workers and outwork my competition.

WHY 100 DIALS PER DAY IS BAD

If you are making 100 dials a day, that’s too many because it means you aren’t having any meaningful conversations with prospects. If you were having meaningful conversations, you wouldn’t have time for 100 dials a day.

And if you aren’t having meaningful conversations, that tells me your entire sales strategy is off. And it’s costing you commissions and your organization revenue.

“Pitching” is out – “Engagement” is in.

WHY LOW CALL VOLUME ISN’T THE ANSWER EITHER

20-30 calls per day are too little (unless you’re breaking the 3-hour talk time mark) because it means you are probably spending more time “researching” than you are selling – which means your sales process and time management skills need an upgrade.

Doing something over and over again that no longer works just because it “used to work” isn’t a smart growth (nor survival) strategy.

It’s time for some fresh ideas/approaches that will help you be more productive (i.e., make more sales)

WHAT’S MORE IMPORTANT THAN “DIALS”

What’s really most important is the time on the phone, not the dials.

If we aren’t having meaningful conversations with prospects, we aren’t going to be making our numbers.

And if we aren’t making our numbers, we can only blame the leads and our competitor’s “better product/marketing/pricing” for so long.

Make the necessary adjustments and get back on track.

– Michael Pedone