Recap:

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Continually measuring performance is the surefire way to continually improve performance.

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Continually improving performance continually improves revenue.

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When measuring performance, it’s easy to stop at the surface revenue and deals closed/funded numbers to determine how you are doing.*But these numbers are just the outputs of the sales machine.

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They are what comes out the other end when you feed the sales machine correctly.

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So what do we feed the machine to get revenue and deals closed/funded out the other end?



The inputs are the right sales activities.* We have a lot of control over the daily doing of sales activities that drive performance and outputs.

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According to Salesforce’s 2018 study, 92% of all b2B customer interactions are still being done over the phone.* Even with technology continuing to evolve at a blistering clip, the phone is the number one tool for reaching customers.

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Outbound attempts is where we start, and dials are the very first place we track on a daily basis to start compiling a sample size of inputs we are putting in the machine for the outputs we want.

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The next place we look to track on daily basis is how many times we are actually reaching the decision maker with these dials.

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Calling will involve voicemails, gatekeepers, disconnected tones, requests for "do not calls," etc.* Through all of these contacts or lack thereof, there will be contacts with the actual decision maker of the business, the merchant.* This is a*Reach.

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It is extremely important to track reaches so that we can start to observe the pattern of how efficient and effective these dials are on a daily basis.*They key objective to outbound attempts via calling is to reach the decision makers.* Without reaching and engaging them, there is no sales cycle down the line that can generate deals closed/funded or revenue.

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Let’s say you make 100 dials today and generate 10 (decision maker) reaches.* Hmm.

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And…let’s say you’ve been doing this AND tracking it for a while and you find that your*average per day is about 100 Dials generating about 10 Reaches.

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Even if the quality of nothing improved moving forward, you could extrapolate this forward and forecast that for every*10 Dials*you make, you can expect to generate*1 Reach*with a decision maker.

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Interesting pattern…

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How has tracking reaches improved your game?

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-FundingStrategist

https://fundingstrat.com

https://fundingstrat.com/breaking-do...mance-part-ii/