Prospecting from a 'system'

"In the book, One Minute Millionaire, authors Mark Victor Hansen and Robert Allen state that 94% of all business failure occur due to a failed 'system' ----- and I suggest a similar number holds true for salespeople (assuming the person is a good fit for the sales profession)

A system that has identified their niche (so they are chopping wood in the right forest) and that has put the numbers to the test has the makings of success.

How many calls (in their proper niche with a client who could actually make a buying decision and from a timing standpoint could benefit by doing so) does it take to gain an appointment? How many appointments does it take to gain a presentation opportunity? How many presentations does it take to close a sale How long on average for 'closed business' does this process take?

In the times we are in, the numbers will be higher than in past times but nonetheless the numbers work if we just put the time in to determine what they are. From this 'system thinking’ today's salesperson can gain financial and emotional security because they know they can control their activity and therefore their financial compensation.
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Steve McCann is a dynamic sales speaker, author and consultant committed to redefining the link between prospecting and profitability. Targeting both sales veterans and contact-dependant professionals, Steve’s training programs increase www.stevemccannpro.com">sales momentum, maximize selling activities and boost sales revenues.

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