The Most Important Goal for a New Sales Partner

I have found that many new sales partners struggle with inaction due to confusion about what step to take next. If you are new to selling merchant services, this might be your situation. Do you feel overwhelmed with all the training and technology? In this article I am going to present you with one simple goal that is 100% within your control and competency.

Your goal should be to talk with 100 qualified prospects as quickly as possible. I stole this goal from Brian Tracy and I love this goal for two reasons.

First, this goal is within your control. Too many new sales partners make goals about how many new clients they will sell during their first 30 days. This is a mistake because it is outside of your control as you are just getting started and learning the ropes.

Rather than stressing about how many sales you are going to make, you need instead to focus on a goal that is completely within you control. Anyone can talk to 100 qualified prospects in the first 30 days. If you only prospect on business days, this means you need to have 5 conversations per day with qualified prospects.

By the way, if you are on our team, that means you are using our new marketing platform and we pre-load 100 qualified prospects into that database for you. Don’t concern yourself with learning the platform first. Instead, just focus on walking into each of those businesses and recording some notes with each one. This will help you achieve your goal.

The second reason I love this goal is that you don’t need to know the industry inside and out to accomplish it. Many of you came from a successful career selling insurance, mortgages or real estate or something else. You were an expert in that field because you had been doing it for 3+ years. Now, you feel paralyzed because you feel like you are not yet an expert at your new products and services so how can you sell it?

You sell this service the same way you sold the last one when you were just getting started, you spend a couple days cramming to learn everything you can and then just get out in the field and get those first 100 awkward conversations out of the way. The sooner you get the first 10 and then the first 100 conversations out of the way, the sooner you can set realistic sales and commission targets based on your real life experiences in the field.

I hope this post will encourage you to get out in the field, get outside of your comfort zone and start talking to qualified prospects!

James Shepherd

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The Most Important Goal for a New Sales Partner

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