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Determining The Number of Sales Calls To Make Per Day - CleanLink
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OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “Each sales call is more complex, and takes longer. Therefore, you can’t make as many.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
After that, however, there are other measurements that are more important such as the quantity and quality of sales opportunities unearthed. In other words, if your salesperson can uncover $1,000,000 worth of viable sales opportunities in five calls a week, more power to him. If another makes 25 calls to uncover the $1,000,000, so be it. “It’s closer to the mark than calls.” Dave Kahle is one of the world’s leading sales educators. He’s written nine books, presented in 47 states and eight countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His classic book, "How to Excel at Distributor Sales," is the largest selling book ever written for distributor salespeople. The Sales Resource Center houses 435 training programs to help every sales person sell better. All delivered over the Internet, 24/7, for one low monthly fee.
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OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “The factor that most determines a reasonable number of appointments is the potential dollar value of the sale.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “Generally, the larger the potential dollar value of the sale, the fewer calls should be made.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “That’s because the nature of the sale requires more in-depth relationships and more involved sales dialogues.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “Each sales call is more complex, and takes longer. Therefore, you can’t make as many.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
Answer: I have no idea. How’s that for an answer that you’re not expecting? “The definition of a reasonable number of appointments varies tremendously from one situation to another.” That really gets to the heart of the issue. The factor that most determines a reasonable number of appointments is the potential dollar value of the sale. Generally, the larger the potential dollar value of the sale, the fewer calls should be made. That’s because the nature of the sale requires more in-depth relationships and more involved sales dialogues. Each sales call is more complex, and takes longer. Therefore, you can’t make as many.
OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 60 to 80 conversations per day. On the other hand, in one of my personal selling situations, I regularly spent a half day with one customer, and that one account probably bought more from me than several hundred of the phone sales accounts. “The factor that most determines a reasonable number of appointments is the potential dollar value of the sale.” On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they would need to make many times the number of sales calls that I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.
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