It takes me less than 30 seconds to assess the health of any sales person or sales organization.
I only ask one question:
“How many top of the funnel (TOFU) scheduled 1st meetings are on your calendar in a typical week?”
The response I typically hear is “Not enough.”
As you might expect, this is shorthand for “one or two.”
Unless you are selling something with a value in the millions of dollars, one or two first meetings per week is not enough to build and sustain a healthy pipeline
Just as one or two first scheduled meetings per week is not enough, it is difficult (if not impossible) to hold more than ten first scheduled meetings in a single week.
This limitation is due to the fact that top of the funnel meetings create discovery meetings. Discovery meetings, in turn, yield proposals and presentations and decision meeting.
Every single meeting requires preparation and follow up.
Generally, I recommend sales people allocate 20% of their time to first scheduled top of the funnel conversations. This represents ten 30-minute first meetings based on a 40-hour week.
It is important to note this allocation for first meetings does NOT include prospecting time required to get those meetings.
It should come as no surprise that moving from one or two first meetings per week to six or even eight per week has a profound impact on your pipeline and ultimately on revenue.
What you might not realize is that increasing your number of top of the funnel scheduled meetings is the fastest and most efficient way to grow your revenue.
Every time I have worked with a sales person or entrepreneur, they have been able to double or even triple the number of first meetings in less than 30 days.
Now it’s your turn…
How many top of the funnel first scheduled meetings are YOU on each week?
If this number grew to six or eight or ten per week, what would that do for your topline revenue over the course of a year?
If you’d like to triple or even quadruple the number of top of the funnel meetings you have each week, CLICK HERE. You will be able to pick a 30 minute slot that works for you on my calendar.