11-01 Dave Kahle - Sales Leadership Insights LEAD BETTER

Published: Wed, 11/01/17

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Question and Answer for Sales Leaders

Q.  How many sales calls should a sales person make?

    A.  In about one out of every two seminars that I do, I hear this question.  It springs from a manager’s concern for defining what constitutes a “good sales day.”  And sales people want to know so that they have some ammunition to fend off unreasonable expectations of their managers.  So, let me settle the issue once and for all:  I don’t know.

    I don’t know how many sales calls any particular sales person should make, nor do I have any idea how many calls a class of sales people should make.

    Having said that, I do have some thoughts to share on the subject.

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Why do I not know how many sales calls a person should make?  Because of all the variables.  For example, if you are brand new in your territory, you should make more calls than someone who is well established.  If you have a compact geographical area, you should make more calls than someone who has a large, rural area.  If you carry 20,000 items, you should make fewer calls than someone who sells three lines.  If you sell a non-technical commodity product, you should make more calls than someone selling a highly technical piece of capital equipment.

And so it goes.  The variables that define your specific situation dictate how many sales calls you should make.

    One of the reasons this question comes up has to do with a typical manager’s concern with making sure that the sales person is working hard enough in order to be successful.  I prefer to think in two alternate ways... [click here to read the entire article online]

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