The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too.
If we’re not prospecting effectively, then how do we expect to be able to make our goals? It comes down to a very simple premise — if we don’t start right, our chances of finishing right are not good.
Below are a few of the things I look at when working with salespeople and companies on measuring their prospecting process.
Yes, I do go quite a bit deeper when working with companies, but start off by asking yourself these questions:
1. What % of your leads ultimately turn into customers?
2. At what phase of the selling process do the potential customers fall out of the sales process?
3. What is your definition of a
