Call Volume Is The Single Most Important Factor For Increasing Sales

There are great salespeople in the world. Anyone who has worked on a salesforce knows what I am talking about. There is always a standout, the guy who has the gift and closes sales almost at will, the superstar. We have all seen this person in action. It’s a natural skill, a God-given gift, right? NO! That’s not necessarily so. It’s possible that the super salesperson is just making enough calls to trigger a better response then the average salesperson who calls less frequently. I can help any average salesperson increase their sales dramatically by telling them the secret of sales success.

It’s all in the number of calls made. Double your sales calls and sales volume will go up manyfold. It’s that simple. This may seem obvious, but in my experience it’s more like a well-kept secret. And when I say double the number of calls, I mean that each salesperson must double their own call numbers, increasing their productivity. The more calls, the more sales. Believe me, while it sounds obvious, so few business owners demand it, allowing their salesforce to be as inefficient as humanly possible. Track how many new calls are made per day and then come back and tell me that it is impossible to improve the call sheet.

Let’s say, for example, one must make one hundred calls to get ten appointments that will yield two successful sales. That can be interpreted to mean a 2% success ratio. However, if the salesperson made only 50 calls, does that necessarily mean five appointments and one close? No, as it is entirely possible that the fifty calls would yield zero appointments and zero sales. Why? Because the minimum threshold for sales to occur was not reached and thus the percentage of success does not work.

In fact, if one were to make ten calls per day and fail for weeks to produce anything, one might draw a wrong conclusion, suggesting that the entire program is built on a bad premise, that it just doesn’t work. In all probability, had the person made the one hundred daily calls and received ten appointments and made two closes, one could conclude it’s a runaway success. Same program different call level. An incomplete effort may result in bad information and may yield an incorrect conclusion or wrong analysis.

If your belief is that you’re reaching the right market with the right product or service and at the right price, but are not getting the results you expect or believe are available, making more calls may be exactly what is required to cross the threshold and reach the results you want. It’s not just that more calls make more sales, although that is usually true under most circumstances, it’s also that you may not be triggering the threshold level so its possible that no number of calls will be successful until you do. It’s not just the number of calls, its reaching the threshold that is required to get results.

How do you know what the threshold may be? You don’t. Start by just double the effort and monitor what happens. You will find out when the results roll in. If your sales are not returning the sales velocity you require and expect, the failure may not be a real indicator of the potential results.

Increased sales are waiting, so do this simple exercise: Double the sales calls, find the threshold, increase your potential success.