Top Sales Reps NEVER Stop Prospecting (No Matter What)

My first year in sales my quota was $800,000. The problem was that my product was brand new so I inherited $0 in sales.

I called, I drove, I emailed. I added lots to my funnel, but not much to my quota. By the end of the year I had $130,000 in sales. You could say that I had failed. At first, that’s the way I saw it and I began to wonder if I was really in the right profession. Luckily I had a great manager who really taught me how funnels work. I had millions in my funnel and they were REAL deals. It was just a matter of time and persistence.

That was the ONLY year I didn’t make quota because all that hard work translated to a very healthy funnel and eventually, that turned into sales. Lots of them.

The problem most sales reps have is they stop prospecting. They stop wanting to put in the hard work of crafting great emails, and they stop wanting to PICK UP THE PHONE. That’s when your funnel stops being healthy and starts being a liability. The best way to ensure that you ALWAYS make your quota is to keep prospecting, NO MATTER WHAT.

Even if you’re the #1 sales rep. Even if you feel like you can’t do another cold-call. Do it anyway. The sales you make today are from the work you put in yesterday. If you don’t put in the work every single day, week after week, you’ll wake up one day without any sales to book.

Am I right?

What are your thoughts? Share with me in the comments!

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