Show Me Your Dial Sheet
Morning, Beasts.
New here? I'm Jayne, a coach with SalesBEAST, writing to you from sunny Florida, where it is somehow still flip flop weather in November. I'm the one behind the recipes in Jayne's Kitchen, and the one who will ask you the question you've been avoiding. I don't yell. I don't have to. Richard opened Closer Boot Camp on Wednesday, and if you read his Veterans Day post, you already know that man's heart is bigger than his tackle box. Today it's my turn.
Before we start, get your dial sheet in your hand. Today's whole post is about it, and I don't want you reading blind. Don't have one yet? Download the free SalesBEAST dial sheet here, print it and give it a real look. Then come back and let's talk.
Don't have a dial sheet? Get your free SalesBEAST dial sheet here.
Friday is not filing day
Here's what usually happens on a Friday. The week feels mostly over, the inbox suddenly looks very important, and the phone gets very quiet. So let me be the friend who asks: how many dials did you actually make this week?
Not how busy you felt. Not how many tabs you had open. Dials.
The sheet doesn't lie
The best sales floors used to run on one simple piece of paper: a dial sheet. Your name and the date at the top. Rows of numbers for dials, a couple of rows for connects, one row for presentations, one row for prospects. Every time you dialed, you crossed off the next number. By the end of the day, that page told the whole story.
Managers collected those sheets, and some even checked them against the phone records. If the sheet said 300 and the records said 100, that conversation wasn't about sales anymore. It was about character. If you'll fudge a number on a sheet, what else will you fudge?
So here is my first rule of Closer Boot Camp: the sheet doesn't lie, so don't lie to the sheet. The only person you'd be fooling is the one who needs the truth most. You.
Where did your week leak?
Your numbers drop off somewhere. The sheet shows you exactly where, and that tells you exactly what to fix.
Not enough dials? Then nothing else matters yet. No dials means no connects, no presentations and no prospects. Dial more.
Plenty of dials, not many connects? Look at your leads and your timing. Are you calling home numbers in the middle of the workday and work numbers at night?
Connects, but few presentations? Your opening is losing them. Listen to the first fifteen seconds of your call. Would you stay on the line?
Presentations, but no prospects? Then it's the presentation. Tighten it, practice it, and ask for the next step every single time.
What can you do right now?
Before you shut it down for the weekend, grab a sheet of paper and count today's dials, honestly. Then beat that number before you leave. Made 40? Get to 80. Made 80? Get to 150. Write next week's target at the top of Monday's page so you walk in already knowing the assignment.
Now say it out loud: My numbers tell the truth, and I can handle the truth.
Feed the closer
A full day on the phone burns through you. That's where my kitchen comes in: real grocery store food, one microwave, about five minutes, with breakfast, lunch and dinner covered. In my house, no time is not an excuse. Looking for fresh ideas?
Before you go
Like it. Tap the heart if this one stung a little. That means it worked.
Share it with the teammate who swears the leads are bad. Ask to see their sheet first.
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Tell me in the comments: where did your numbers drop off this week?
That's Beast Mode.
Jayne
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