One of the keys to successful prospecting is to *not* set any sales goals.

Setting goals is a good practice.

But don’t set a *sales* goal for your prospecting efforts.

There’s a major problem with setting a sales number as the outcome for your prospecting efforts.

And that problem is that the close of the sale is too many steps away from the initial call or appointment.

Yeah, in theory you can backwards plan your numbers from a final sale to number of dials, emails, or letters or other "touches".

But this doesn’t allow for changing conditions in the businesses of your target market, or the economy, or your competition.

So what you need to do is set smaller chunk goals.

Set goals for the number of contact actions you take, and set goals by type: phone dials, messages left, letters sent, emails sent, gatekeepers reached, etc.

Set goals for these, run through your contact process, and then measure your results.

See how many contacts each type of effort takes to get a qualified prospect. See how many you can do in a given chunk of time as compared to your goal.




Measure some more.

Do some more.

Improve some more.

Set your expectations at a reasonable, achievable contact action level to start. Focus on completion of the actions versus number of sales, number of prospects, or even number of appointments.

Completing your contact action goals will build your confidence.

Building your confidence will give you the energy to continue with this process, to improve your results, to get better and better and more and more prospects and sales.

Sell with Pride,

Shameless Shamus Brown

P.S. Make sure you qualify your prospects hard, or you’ll have a pipeline full of deals won’t close this year. Discover how to qualify your prospects so that you can close 70% or more of them this year.