Ryan Dohrn explains the math behind an 80-call daily quota. A typical booking rate is 20-25% (one to two meetings per ten calls), and good sellers close 30-35% of meetings. Use these benchmarks to decide if your quota is realistic and negotiate with your manager.
This tip is really about 80 phone calls, and it was sent in from Linda who lives in Utah. And Linda asked this question: Ryan, I think my boss, my sales manager, is crazy. That's very possible, Linda. They are wanting me to make 80 outbound calls a day, and that just seems ridiculous. I don't understand where this number came from, and I don't understand why or how they think this might work. So good question. That was sent in. I'm going to make a guess here that this is basic sales math, and people are using sales math to give you an advantage. Your supervisor is using sales math to give you an advantage. We've talked about it on the show on several occasions. I love sales math. I don't love math, but I love sales math. So there's 2 kind of closing rates that you want to know. You want to know your rate of close on booking meetings. So how many calls does it take to get to one meeting? And then another close rate is once you get to a meeting, what is your close rate on those meetings? Okay, so typically, and this is an average, it's not terribly scientific, but I observe it across various companies. Typically, your booking rate is going to be about 20 to 25%. So if you make 10 calls, you should be able to book 1 or 2 meetings out of that. Now, your closing rate, when you get to a sales call, that now is completely different. Your closing rate is probably, for good sellers, going to be 30%, 35%. Now, it might be higher if you're doing a discount, a flash sale, selling something at, say, 50% off or something like that. But it's very common for me to see closing rates 3 in 10, 2 in 10. It's super common, especially in the SaaS business and the marketing solutions business, where I live. Your circumstance may be different, and that's why you adjust the numbers accordingly. Now, Linda, if you're making 10 phone calls and you're booking 2 meetings, and the goal is to book 1 meeting out of 10, then I would suggest you don't go to your boss and say, well, I don't need 80,
