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

Your Sales Tracking Form

To record your sales prospecting activities, use a weekly sales tracking form such as the one presented in Figure 13-2. The form has five key segments: prospecting activity, meeting activity, pipeline activity, sales activity, and other pertinent information. The key elements of this form are the following:

Dials

Here you record how many times you dial the phone in order to reach a decision maker for your product or service. Please note that we are measuring dials of the phone, not completed calls (discussed next). The important thing to note is that dials are fully within your control, whereas completed calls are not. What this tells you is that the effort you put into the sales process, and your related sales success, ...