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The Most Important Inside Sales Tip Ever

The Most Important Inside Sales Tip Ever

One of the most critical pieces to my sales success was when I committed to 60-dials a day and or three (3) hours of talk time.
To give you the full scope of how and why this is such a powerful, revenue-generating sales tip, let’s identify what “sales success” looks like.
Before even being aware of the “60-dails/3-hours talk time” sales goal, I was making under $40k a year as a straight-commission inside sales rep and was being asked to do 100-dials a day.
I switched jobs and landed at a place that in my opinion had the best sales manager anyone could ever have.
It was here that I was taught the “60-dials per day/3-hours of talk time” sales goal.
Here are the results of the sales tip I’m about to break down for you:
I went from averaging just under 40k a year, up to $80k. A 100% increase in commission/earnings. I doubled my paycheck. But it did not end there. A year after starting with this particular company, I left to start my own business. I made sure I kept doing my 60-dials a day/3-hours talk time goal going. I went from working for someone else to all on my own and soon broke $100k in earnings. Then $200k. A few short years later of hard work, I ended up selling the company I started, for $1.2million in an all-cash deal.
Lot’s of factors went into that large payout; however, I don’t see how it ever gets to that point if all along, I’m not focused like a lion chasing a gazelle every day and having that straightforward goal set in mind:
“60-dials a day and or 3-hours of talk time.”
As my wise sales manager once said to me:

“Pedone, give me 3-hours of legit talk time a day, and I won’t care what you do with the other 5-hours.”

Here’s how it works and why it’s so effective

To accomplish this goal, I broke my day up into two segments, pre and post lunch sales goals.
Pre-lunch, I wanted to do 40-dials by noon. Because there are two types of sales calls (first time calls and follow up calls) the mornings were focused on FIRST TIME CALLS.
The reason for this is simple:

  • First-time calls take more mental energy.
  • Most salespeople have more energy in the mornings.
  • Doing 40-dials by noon meant that my post-lunch goals of 20-dials would be a cake walk.

Sticking to this plan meant that there was no time for “hunting” during call volume time. Which means, before work or at the end of the day, I would have to build my sales prospecting list. Most salespeople do what I call the “hunt and peck” method which means they look for a lead, find a lead, call a lead, start over. If you’re doing that while sitting in the cubicle next to me, by the time you make your 3rd call, I’m already on call number #10.
Which means I’m 3X more likely to get a prospect on the phone before you are.

What’s with the “3-hours of talk time”?

Simple: Some days you are going to hit the phones and not get a prospect on the line. Other days, you will have the Midas touch call after call.
So if you do 60-dials a day and left voicemail after voicemail, you will still have more than an hour of talk time. As long as you hit the 60-dial mark, you did all you can do. Keep it up.
Other days you may only be able to do 32 dials but it’s because you got a hold of several prospects, had deep conversations and have over 3 hours of talk time. It all balances out in the end.
So at the end of the week, you should have averaged 60 dials a day and or 3 hours of talk time per day for the week.
What you do NOT want to happen is only averaging let’s say 30 dials a day and an hour of talk time… if that’s the case, what did you do with the other 7-hours of the day?
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.


Register your team now to Michael Pedone’s next live online 8-Week B2B Inside Sales Program and get your sales team all on the same page using a proven sales script customized to your industry.