Before reading this article, I would highly recommend reading “Creating Momentum” first to understand goal setting for merchant services sales.
If I wanted to get 30 sales submitted, approved, and installed in 90 days, here is how I would set my goals:
Goal: Get 30 sales in 80 days. This gives you 10 days to install the last few accounts and maybe get a few extras. So let’s say you are going to work five days per week during this 80 day period. That would mean you have eleven weeks, five days per week, and three days off. Eleven weeks times five days –
so you actually have 55 selling days to get 30 accounts.
You should be able to speak with a business owner at 40% of your visits to businesses, including your follow up visits. Of these business owners, 40% of them will give you a statement. You should close at least 40% of the business owners who provide you a statement starting out. Keep in mind, I’m totally guessing about your sales ability here. I could be way off on these numbers. As you get out in the field, you will have to adjust them accordingly.
If these numbers are right, let’s work backwards:
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30 sales / 40% = 75 statements you need to collect.
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75 statements / 40% = 187 business owners with whom you need to speak.
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187 business owners / 40% = 468 visits to businesses.***
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So, 468 / 55 = 8.5 business visits per day.
***Just to clarify: When I say “Business Visits,” I mean going into a business where you have not yet received a statement and where you have a chance of getting one. This could be a first visit or a follow up visit, but it obviously doesn’t include going back to present an analysis or do an install.***
Those are the numbers, but one part of this that you need to understand is that it will be very easy to visit 8.5 businesses per day when you first start out. However, it will be very difficult in ten weeks when you will be doing installations, follow ups, customer service, etc. If I were you, I would make my goal to try and get as many statements as possible as quickly as possible. Getting the statements is always the problem. If you don’t hit 30 (considering you work 40 hours per week), it will be either because you are having difficulty connecting with clients or because you couldn’t get enough statements. I think if you started off visiting 20 businesses per day your first week (including stop backs), you would be on a good pace. In weeks ten and eleven, you will be lucky to have time to visit five new businesses per day.
This goal is very achievable!