Matt Hoglund explains why salespeople need to stop asking the same questions and start tracking their metrics. He breaks down what matters: calls, conversations, show-ups, objections, and closing rates. Master these numbers and you'll know exactly what to fix.
Stop asking me questions about how to deal with certain situations and tonality when you don't take it seriously enough to even do the basics. What do you mean? Okay, cool. So how many dials do you do and how many pickups? What time of day do you get pickups and what time don't you of the pickups, how many are meaningful conversations? Meaning there are 60 seconds or more from those meaningful conversations, how many of those do you actually get a chance to book through to your next one? From the next one, how many those show up and what communication is in between each one? Now from the show ups, how many of those are qualified to go through to the next one? What's the communication that happens in between those calls and what's your show operate to the next one? Then from there, from the show up rate, how many of those are actually closing? From the people who you close, did you get any objections and which ones did you overcome? From the people who you didn't close, what objections did you get and why didn't you overcome them? That is basic data that every salesperson should know, including you, directly off the top of your head. And if you don't do that, then you don't take this very seriously. So why should I bother answering your questions? So start doing the basics and then from there you can ask someone for help.
