The Power of Selling, 2010a

KPI Name Calculation KPI Goal
Average number of sales calls per week
Number of monthly prospect calls divided by 4
119 ÷ 4
30
Average number of sales calls per day
Set Your Goals
Number of weekly prospect calls divided by 5
30 ÷ 5
6
It might seem a little overwhelming to think about achieving a specific sales goal. But it’s easier than you
think when you use these tips of the trade to help you plan:
Write down your goals. Believe it or not, you actually increase your chances for success when you
put your goals in writing. Whether you are setting goals for your career, for the year, or for the day
ahead, write them down and prioritize them.
Understand what it takes to achieve your goal. If your goal is to generate a 10 percent increase
in sales over last month’s sales, do the math and determine what that means in dollar sales, then
determine how many sales calls you will have to make to achieve your goal. Schedule success. Once
you determine how many sales calls you will need to make to achieve your goal, plan your schedule so
you plan the time it takes.
Track your progress. Track your daily progress against your goal and make adjustments where
necessary.
Stay focused. It’s easy to lose focus, especially if things aren’t going according to plan. Review your
plan and see where you have opportunities and start each day with determination to reach your
goal. [45]
KEY TAKEAWAYS
Companies want to hire A-players for their sales positions, people who can connect with the customer
and help the company achieve its goals.
Resources such as ride-alongs, your sales manager, CRM, and other technology tools can help you learn
more about the company, especially during the onboarding period.
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