Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

Goals for Your Target Market

I would now like to address how to set appropriate call and visit goals for each of your three target market segments.

In general, for goals to be effective as motivational devices, they must be achievable and within the control of the salesperson. The strength of call and visit goals are that call and visit goals are largely within the control of the salesperson. Each day, you can fully control the number of prospecting calls that you make. To a lesser extent, you can also control the number of client and prospect visits you make, largely by controlling your call activity.

An example of how one might set call and visit goals for each category of account in your target market follows:

• High-Priority Accounts: One ...