Following up on a lead generated by our Sales Development Manager, we had an appointment with the decision-maker, but on our arrival the contact was unable to see us.

Our persistent sales rep, not wanting to lose a sales opportunity, asked a non-decision-maker a series of relationship building questions. The net result: our analysis of the non- decision-maker’s answers provided critical input for our NEXT meeting with the decision-maker.

How would you evaluate the overall effectiveness of this call? How many similar calls would it take for you to judge a day successful?

To answer these questions, I suggest the Quality Prospective Score (QPS) that quantifies the overall effectiveness of prospective sales calls. Using an activity based point system, the QPS assigns quantitative values to the following contact options:

4 points Face-to-face meeting with a decision-maker

2 points Face-to-face meeting with a non-decision-maker

2 points Generated a Prospect Analysis report

2 points Received additional Prospect referral

3 points Prospect set a subsequent appointment

2 points Prospect requested a quote

1 point Prospect agreed to follow-up activities

Your next step is to project the number of daily points required to accomplish your objectives. In our company, 8 points per day is a realistic collective average for all our reps. Each rep sets specific personal goals that fit his/her experience and matches the key account sales volume base. A daily QPS should be high enough to move you out of your comfort zone, but realistic (so as to avoid the feeling of failure, if you don’t hit your target levels). Increasing daily points is easier than reducing the points if you misjudge an opportunity.

Repeat face-to-face prospective contact meetings accumulate points until the account is closed or lost. Daily points are recorded on your call log along with time in the field (remove all corporate activity such as store coverage, training, reporting, etc). Make adjustments for nonfield activity, so your QPS becomes a measure of only field time.

QPS will focus your activities on measurable objectives that target new business development. Maintain account contact balance by developing a monthly plan for your current key accounts. Consider these questions:

✓ How many key accounts are you servicing?

✓ How many competitive penetration opportunities do you have with those accounts?

✓ What are the significant change projects for your existing customers?

A focus on QPS activity objectives results in exceeding your expectations for sales and margin growth. Does your sales plan create synergy with your passion for building stronger relationships with more people through personal accountability?

The total for our day was (19) points: a total of (3) prospective sales calls, additional follow-up work, and (1) referral … not a bad day’s work!