You Can't Beat the Numbers... and the Numbers Can't Beat You


By the middle of the average week, you should be at 50% or more of your weekly targets; whether it’s calls, meetings, sales, prospecting… whatever you planned last week, you should be half-way through it.


Most reps have targets that are typically set for us each quarter or each month, but what about the targets we set (or should be setting) each day? Each week? Revenue targets are not accomplished by sheer will alone. It’s the result of meticulously planned activity, strategy, multi-channel touchpoints, and aligning with the right market.


I would encourage you to take a minute to study your stage conversion ratios this week and find out how many calls it takes to get a meeting, how many meetings it takes to draft a proposal, and how many proposals you need to make a sale. Then, once you’ve figured it out, play with the numbers and work them forwards and backwards. Can you determine how many calls you need to make each day, week, month, or quarter to hit your revenue targets? How accurate are your predictions? I would love to hear your feedback in the comments section.


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