I assume you are referring to one representative in a territory that is less than a 70-100 mile radius. If not, 5 is unrealistic. Also, while quantity does matter, I would be just as if not more concerned about quality. If these are prearranged meetings and you are selling out of a small portfolio then yes, I think those are reasonable figures. However, I always try to use Monday for administrative/planning work, so you may want to consider taking a day out for planning and paperwork. However, if your products are technical or complex in nature then even in driving distance 5 meetings would be max. More often than not your going to get one shot if you in a greenfield market. I would rather my AE's research the potential client, develop an agenda and strategy. Then try to do some data gathering via the phone if possible. Again, if you are selling pest control, no offence, everyone needs a bug fee house, then a maximum of 10 is reasonable.
I sold for a large telecom company for over 13 years. However, when I first started in sales I brokered insurance and had to cold call, making my own appointments. Therefore, 3 to 5 face to face a week was average and I was generally at the top of the sales board most of the time in terms of appointment setting and closing. You're talent base is going to vary as well, insure you have a good sales manager to help those who struggle at times. At times you will need to clean out the bottom 10%.
It's hard to provide quality advice with limited information about what you are selling and to whom. With more information I could drill down a bit more for you.
Hope this helps.
Kind Regards, Trae
My goal is to have anywhere from 3 to 4 client face to face meetings per day. I usually meet people for coffee, lunch or attend a committee meeting or networking event.
The answer to your question depends on the product you are selling and what customers want and need. If the product/service is a big ticket item, timing should correspond to their buy process. If you are selling pharmaceuticals, periodic calls maintain good will and presence rather than presentations. Obviously, there are many variations on these objectives. The number of calls then relates to geography and purpose. Productive companies use territory plans to help their reps to maximize the impact of their efforts. Over time patterns emerge that help to establish rules of thumb which I assume is the heart of your question.
I lead sales in a small strategic product development firm. The sale is complex, with each client getting a customized project methodology to their business needs.
A sale takes 2-3 meetings and I have 10+ meetings each week.
The number of weekly face to face calls and to whom they are made, will vary significantly, based on how established you are in your industry. If you've been with your company in the same sales position for a number of years, it's likely your face to face call volume will be prioritized differently than a newer, less established sales rep. Additionally, the purpose of a face to face call, makes a difference from a priority standpoint. In the advertising and marketing field, first time client calls where you have made an appointment with new prospective client to talk with them about goals and how your product can help them achieve their goals, shares priority with new business development calls with existing clients. It's really not the number of calls that counts, it's the purpose of the call.
Hope This Helps
Thanks all. We're creating a mobile app that helps business professionals get to meetings (map) and provide insights into the people and companies that are meeting, all automatically, 1-2taps away from the info you need.
I'm the Business Development Director for Trad. Commerce Exchange. We're a corporate and commercial barter management firm with about 100 clients in the Winnipeg marketplace.
For member clients I hold 3 to 5 meetings per week. These are meeting with current members to discuss their accounts, needs and offers. My partner also holds 3 to 5 meetings per week with current members. On average, we see each client once every 2 months in addition to regular phone calls.
For prospective clients I hold 8 to 10 meetings per week, trying to average 2 per day with one day off for organization and planning. I try not to hold more than 2 prospect meetings per day so that I can have time to get to know each prospect prior to meeting them and for following up with them.
I'm in networking situations 24+ times per month. I am normally asked for cards and/or info at most of them, with about 70% becoming vehicle sales. Face-to-Face works in my business; customers are doing their research on line but like to have a person to deal with!