You could feel the tension in the air. The ten reps on the call didn’t know what to say and probably felt like the training session was a waste of time.
At this moment, I interjected one more time and asked them to hear me out.
The Cumulative Impact of Small Things Every Day
“2500 calls is a lot. I get it,” I announced. “But look at it this way.”
I said to the team of ten that if every person made just one more call, they would easily get to 2,500.
Some people scratched their heads. I went on.
“Think about it. All I am asking you to do is to make one more call a day. If everybody did that, and if I give you two weeks off a year, making one more call a day would equal 2,500 more calls a year.”
I could see the light bulbs turn on in their heads and their demeanors completely changed.
Motivation instantly replaced their skepticism as they began to process what a difference this methodology would make for their team.
In fact, one of the account executives chimed in saying how amazing it would be if they each made five extra calls a day.
I said, “Yeah, that would be an extra 12,500 calls a year!”
Suddenly, what seemed like an impossible task became an easy one that every person on that sales team could start employing immediately.
Consistency is the Key to Long-Term Success
Doing small things every day will add up. The key to long-term success is consistency. You can achieve cumulative impact by making incremental adjustments to your current processes.
Over time, these little changes will produce big payoffs.
Pipeline building is the foundation of success for your sales team, and it all comes down to making just one more call.