Why 100 calls a day might make you a lazy salesperson


Share on LinkedIn

Some sales organizations put a premium on call volume. They assume that a high number of calls means a sales rep, especially an inside sales rep, is working hard and doing the right work to build their pipeline.

There’s no question that a high volume of activity can help generate more opportunities and a larger pipeline of potential business.

But in most cases, high call volume is a sign of a lazy salesperson.

Why? It’s easy to pick up the phone and make a bunch of dials. Anyone with a finger can push 1000 buttons a day. And leave a bunch of voicemails (or not). And talk to a handful of people who actually pick up (or not).

But who exactly are you calling? Why are you calling them? What are you offering them?

Or are you just pitching your product? Reading from a script? Calling without value or context or a plan at all?

Most people I know who are making 100+ calls a day are actually doing more harm to their company’s reputation and brand (let alone sales pipeline) vs. creating value.

If you combine a high call volume with a plan – calling with context, some value, an offer – then you might be getting somewhere.

Developing and executing on a plan like that can take more work. It’s harder. But it’s the only way that’s really worth it.

Volume for volume’s sake is wasting everyone’s time, most of the time.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here