Sabri Suby breaks down the math behind hitting sales targets: figure out how many calls you need to make your commission goal, then track daily activity against that number. Before optimizing your pitch, just increase call volume and compare your conversion rates to top performers.
Founder Sabri Subhi joins me now in the studio. I really look at business as an incredible vehicle to really make good and make change in the world. Don't fool yourself. This is a time halfway through the month to look at where you're at, look at what's going on. September, October, November, December. Four months of the year. Right. You guys all had goals. We all sat down in the war room at the start of the year and wrote down our goals. Don't go back on that stuff. And it's really good. Like, as we spoke about at the start of the month is in terms of that all the productivity has gone up. Like, we're making more calls during COVID than we were post. I mean, pre Covid, naturally you guys are locked in your house, so there's not that much of an option there. But just don't ever fool yourself to what it's going to take in order to get the results that you want. Right. Does everyone have a clear goal of how much commissions that they want to make this month? All right, now this is a real thing. This is a real question. Show of hands. Who knows exactly how many phone calls they need to make in order to make that happen? No one. So you're just flying. Hope and pray. Hope and pray that I fucking hit that 10k per month. It's got to be scientific. You got to be accountable. And you got to look at that thing every single day. And if the why was big enough, you would all know that number. It would be printed out on the wall, it would be a screensaver on your phone, and then you'd be keeping yourself accountable. This is what I need to do in order to get to the output that I want. Just know that all of the level that you guys are playing at, you can have 10 times more than what you're doing right now. But the only thing that's going to stop you from doing that is you. It's not me. It's not the system. It's not the opportunity. It's only what you make yourself as possible. It just comes down to, like the commitment level. I believe that the opportunities are there, but you just have to be crazy about it. You have to take actions that are not average if you want to make was in commissions. Because that's not average. Right. That's not an average salary to earn that kind of dough. Yeah. So that's just the big thing. So don't, don't limit yourself. Get sold on those three things that I spoke about. Really think about them. Be conscious of all the stuff that you're doing and like in order to take that, that crazy level of action that's going to be required. You guys don't even know what the action is right now because you don't know how many phone calls you need to make in order to find out how to hit that goal. Right? But once you do put that number up there, it might scare you. Hopefully it does scare you. If it doesn't scare you, double it. And then just go after it like crazy. And the only way that you're going to be able to do that is also if you have a bit of fun, right? Have a bit of fun with these people as well as you can be serious. It's like being able to flip in between serious probing to also having a little bit of fun and loosening their whole frame as well in what's possible. But the absolute first sign and the first thing 101 that you need to define is where it is that you're trying to go and then figuring out backwards of what it takes in order to get there. And you need to know that. You need to know what the sales funnel, Brian's sales funnel, Dave's costumes, Brock's, Anna's. You need to know what your sales funnel converts at. Just as I talk to the QG students. Yeah, man, you need more opt ins, bro. You don't have enough calls coming in. It's the same thing for you guys. You've got your own little sales funnel. This is how many dials I make. This is what my talk time is. This is how much revenue that I do. I want to make more revenue. I need to put more inputs into the system. And then, and only then do you start looking at making tweaks to how your funnel is converting. Oh, look, and then you've got another nine sales funnels to compare your performance with that are all visible. And you have their numbers every day with which is all the other reps on the team. And if you see somebody has crazy better numbers than you, everyone is here playing and rowing in the same direction. You just ask Brian, Brian, what is it that you do? Can I listen to a few of your phone calls? Brock, what is it you're doing? Dave, Andy, whoever it is. And then look for tweaks in your process. But when you're looking at your funnel right now and you've got 50% less inputs than the top people on the team, then it's just very clear what needs to be done. You need to get more traffic into that thing, and you're the only one that can do that. I can't pick up the telephone and dial it for you. And if you get really clear on where it is that you want to go, don't leave it to chance. We've got two and a half weeks left in the month. Work out what it needs to be and just chase that number like a maniac. Hey, guys, we're coming to you from lockdown in Melbourne. If you enjoyed this video, please like and subscribe. Share it with a friend. We're dropping a video like this every day on YouTube and I will see you in the next video.
