By Taking Consistent Steps, You Can Enjoy the Journey

By Keith Rosen

Examples of Ways to Gauge When Enough Cold Calling is Enough
While some tasks can be measured, some cannot. So, if you have allocated one hour to develop your target calling list each day, that's it. Don't get caught up in having to finish it (unless you have a deadline) to the point where it consumes you and becomes a weeklong activity that takes you away from your other responsibilities.

While putting time aside throughout your week for a specific ongoing activity is one way to determine when enough is enough, here are some other examples of measurables that you can use to determine when enough cold calling is enough. Your selling strategy and sales goals will often dictate which of the following measurements are the most appropriate for you.

1. Number of dials
2. Number of contacts (with live prospects)
3. Number of appointments
4. Number of sales
5. Number of requests for proposals
6. Number of demonstrations
7. Number of free trials
8. Number of recurring sales (Residual/repeat business)

There is always another call that can be made or another e-mail that can be responded to. The key here is to recognize that it's an ongoing process of taking consistent, measurable actions so that you can truly enjoy the journey while achieving bigger goals.

From: The Complete Idiot's Guide to Cold Calling
© 2004 Keith Rosen
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