Today I want to talk about one of my favorite topics in often all the training that we do, and it's called the sales activity plan. Now, we'll also tell you, in fairness that this is the single hardest thing I've had to get anybody to do in the 25 years that I've been doing training. But I can also tell you that people who have implemented this have had dramatic results. It's a simple concept. It's not hard to do. It's just that sales people just seem resistance to applying this concept into their lives.
And it's called, I call this sales activity plan. Look, there's a couple of things you need to know. First of all, the only thing that you can manage are things that you can control. And the only things that you can control are the things that you do and the things that you say, well, we're going to focus Here today is the things that you do. So what we need to do is come up with how much sales activity we need to, to, to perform on a daily, weekly and monthly basis in order to meet our sales goals. The first thing you should do is start with your your your your goals and your vision for yourself your dream, and break that down into how many sales you need to make in order to accomplish that dream.
So we're leaving that part out for right now. We're gonna start from I need to make X number of sales. And so for this exercise, I'm going to say that we need we have Charles here who needs to make 10 sales to accomplish his goals. Now, in order to make 10 sales based on his closing rate, he needs to submit 25 proposals. So he needs 25 proposals to get 10 sales over the course of a year. Now, in order to get 25 proposals, he needs to have 40 qualified prospects because you know what happens?
He gets a qualified prospect and it's tracks for a while, and then pretty soon, you know, the person that was the champion disappears or gets fired, or maybe they run out of money or just suddenly they change their mind, they don't really need it anymore. So we need 40 qualified proposals, and I mean 40 qualified opportunities to generate 25 proposals, which will lead to 10 sales. Now, in order to get 40 qualified opportunities, Charles needs to, to have 101st appointments, so the first appointment just means it's a it's the first appointment with somebody that I'm going to possibly sell something too. So I get in front of 100 people, they, you know, 40 of them tell me Yeah, this looks good and they have, they have enough pain if you watch the lesson too. You know, you know what it takes to qualify that opportunity. 40 of them are qualified 25 and up with proposals, and 10 and up as sales.
Now in order to get 101st appointments, Charles needs to talk To 250 people so his sales process looks like call people on the phone, he calls 100 of them, he gets talks to them. 40 of them invite him in for a meeting 25 and up, he has an appointment proposal for you know, 10 end up as customers. Now in order to get, you know 250 conversations Charles needs to dial the phone or walk in most most people are dialing phone these days 2500 times probably to get the 250 conversations. So that's what his sales activity plan looks like. In a year. He needs to have 2500 attempts 250 conversations 100 first appointments 4040 qualified opportunities he needs to generate 25 proposals and he'll end up with 10 sales.
Now the trick is to to in order to to manage this he needs to track this activity on a day to day basis. You don't need a lot of technology for this three by five card or a spreadsheet will do just fine and stay cognizant of what your activity is on a day to day week to week basis. If you do this, the following things will happen. Number one, you will stay out of slumps, right because you will continue to work this you'll have consistent daily activity. And the secret to success in sales is consistent daily activity, not wild periods of activity interspersed with long periods of doing nothing. Don't do a research project.
If you don't know what your conversion ratios are, then just guess and track your activity and pretty soon you'll know what they are. Right track your activity, pay attention to it. And I guarantee you that if you do that, then you will have a quantum jump in what you are earning and on a weekly and monthly basis.