Scheduling ten qualified, on-profile prospects for initial meetings each week will lead to eight kept meetings, yielding six sets of facts, which will result in two to three new clients being sold.

Thus, if your goal is to close two sales each week, you know it will take eight kept initial meetings. To get eight kept initial meetings, you may need to contact up to 10 to 20 qualified, on-profile prospects for scheduled meetings.

At first, you may need to call more prospects or have more initial meetings, but that's the point. To make more sales and earn more income, increase your sales activity, beginning with the number of people you contact each week.

Once you know how much activity you need, you can plan where it will come from and how to make it happen. This is what makes selling a manageable process, not just haphazard activities, which may or may not produce the results you seek.

So, it's easy to see why experienced producers insist that planned, purposeful activity is the foundation of successful sales careers. They also re-profile their prospect each year.