Happy Sunday,

Wecome to the third issue of the Max Revenue Letter.

With only 7 weeks left in the year, you’ve probably started writing your goals down for 2023.

Good news.

If you’ve been struggling to consistently and reliably hit your sales goals, today’s newsletter may be just what the doctor ordered.

So, let’s get to it.

How Much Prospecting Should I Be Doing?

I've been in sales for 15 years.

Over the years, I've learned that most salespeople fail for one reason:

They have no idea how much prospecting they actually need to do.

(This is especially true for Producers)

They cross their fingers, make a few calls and hope for the best.

Wrong.

That’s a recipe for disaster.

Even if they do get lucky, it’s not repeatable.

So, how do you consistently and reliably hit your sales goals?

Here's how I do it:

Step #1: Write Down Your Sales Goal

My yearly revenue target is $100K, and my average account size is $15K in revenue.

It looks like this:

Step #2: Track Your Prospecting Stats

I prefer cold calling.

After every calling session and at the end of every week I track my stats in a spreadsheet.

I track:

• # of calls

• # of decision maker discussions

• # of new business meetings

• # of presentations

• # of new clients

After years of tracking, my numbers look like this:

Side note: Maybe you're better than me at cold calling or closing.

Maybe you're not.

Maybe you prefer drop-ins or cold emails.

Honestly, it doesn't matter.

All that matters is that you track your stats.

Step #3: Calculate Daily Tasks

Next, I take my goals and my prospecting stats (and some excel magic) and calculate exactly what I need to do on a daily basis.

As you see below, if I make 25 calls per day—I'll hit my goal.

No guessing.

No hoping.

Just math.

As we discussed in last week's newsletter, once you know your daily tasks, the only thing left to do is execute.

If you haven’t been hitting your revenue target, give this a try.

Take the guesswork out of it, and start reverse engineering your sales goals into daily tasks.

Ok, that's it for this week.

See you next Sunday.

In the meantime...

Kick ass take names,

Maximus F. Revenue IV

P.S.

Notice I have to make 6,173 calls in a year to hit my sales goal. So, anyone who tells you “volume” doesn’t matter is either an ass hat trying to sell you something or has never built a book from cold outbound.

Just saying.