New Database Contacts (The most important metric)
The one metric that should tie together all of your prospecting methods is the number of new contacts you add to your database who are interested in moving forward in the sales process. Here are the 3 qualifications for a “New Contact.”
#1 – You have spoken with the decision maker face to face.
#2 – The decision maker has shared key information with you, such as current processing relationship, and shown interest.
#3 – The decision maker has agreed to a next action step (such as a follow-up meeting, receiving a cost analysis, etc.) within the next 10 days.
No matter what prospecting method you use, your goal each day, week and month will center on the number of new contacts you are adding to your database / sales pipeline.
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