On my first day in sales, my sales manager sat down and said, “prospecting is like shaving, unless you do it every day you are going to look like a bum.” He was right!
Everyday matters when it comes to prospecting. If you throw a bagel on the outreach scoreboard one day, then 30, 60, or 90 days later, nothing happens. It is the calm before the calm. Nothing comes in.
One way to make sure that you set and keep your daily prospecting goals in place is to write them down each day and keep them in front of you. 32 years ago, my first daily goals in sales were to make 50 outbound calls and hold two face to face sales meetings. I looked at those goals every day for 10 years!
What I found is that when I looked at those goals every day, I would ask myself the same question all day long, “Is what I am doing right now going help me to hit my goal?” If the answer were “no”, I would change what I was doing. This helped me to be more focused and gave me confidence that I was taking the right steps. This confidence came across in my attitude and in my voice when I was on the phone, helping me get more meetings.
Now my job has evolved and so have my goals. You need to do what works for you.
A DAILY GOAL gives you focus, FOCUS gives you ENTHUSIASM, and ENTHUSIASM SELLS!