Rabbie,
I will do one for you with telephone cold calling.
So we are talking about cold calling prospects to try and gain a selling interview. In some cases the erson phoning is doing it to get appointments for someone else and in other cases the caller is making the appointments for himself. But for this exercise it is the same.
With cold calling statistics are maintained that cover everything you could think of plus lot you would not think of. But at the most basic there are things like the number of actual contacts made to get an appointment, the number of appointments gained per hour, the number of dollars earned per hour or averaged to a dollaw figure each time you dial a number.
As a side note the number of apointments gained per hour does not necessarily correlate with the dollars per hour because of different prospect categories etc.
But the bottom line big one is dollars earned per hour. Every call is recorded....a One to Many
.....some prospects might be phoned 4 times because ther were unavailable, no answer etc or they answer but say...I am a bit busy so try next week and so on.
In short nothing relies on selective memory as everything and I mean everything is recorded.
However, what I outline below only holds when the cold calling activity is at a very high level. In other words if someone just calls for 30 minutes every couple of days none of the below takes place. You might remember with what I said about the salesman and surgeon.....the extreme activity.
OK. As I said above the bottom line is earnings, money
One note about sales/calling ratios. They vary a lot over time. You can take a 12 month average but that figure won't show in shorter blocks of time like a month.
However, it is as if you entitled to earn a certain amount from the activity, no more and no less and you generally measure this sort of thing up on a month basis
If the caller/salesman calls at a very high level of activity, bordering on the obsession level then he will get money for the month to match what he should get
irrespective of the sale success on the phone and that includes when the results are poor.
So where does the money come from if the cold calling has turned in bad numbers? This the amazing part.
The money can come from all sorts of areas. Could be someone he spoke to 3 months ago when he was making calls. He gets a loan repaid to him that he had written off and so. It is so reliable that I can guarantee if I call at fever pace for 1 month but I strike a bad patch of prospects etc I will still get the money come to me. The actual sales ratios will be irrelevant. The only criteria is the extreme obsessive like activity.
But the reverse also applies. If the caller gets earnings from the calls that is above and beyond what he is entitled to then....things fall apart elsewhere and is brought back to where he should be. Hence the sales ratios are not relevant to the result.
But apart from fever like activity the calls must be made in the normal way and with the normal effort for prospect selection. In other words if someone just called numbers from the phone book and said...my name is Mike, would you be interestes in making an appointment for whatever...and if the prospect says no and I just move to the next call...then it won't work. Almost like some unwritten law where "x" amount of effort is required.
Allow me to relate a little story to you that occurred with me at the latter part of 1990. I decided to take on a personal assistant whereby she would do virtually everything while I went bore. The shopping, office stuff etc. The salary I paid was very high and she left a well paid job to come. I already knew her as she came out of an insurance company and knew a lot about the business and how the agent worked. However, when she started I had some foul ups and money had become short, which I told here but said "don't worry"
You guess it, the fever pitch cold calling started but it was not working very well. Sometime that just happens. 2 weeks in she was getting quite worried which was understandable. She even said to me.....you are so relaxed as if money is going to pop up out of the ground. You can figure out what happened. At the end of the month all was well. I then paid her and she said.....if I did not see this with my own eyes I would not have believed it, it is almost religious like....
To me there ar two possible answers. The first is a Jesus type deal. A lot of salesman (also the surgeon travelling at a million miles an hour) go for the Jesus type deal.
The second one is at this level of activity you radiate something out of you and it lands with someone else who then act. I am inclined to go for this one. That could also account for people who all of sudden for no apparent reason decide to repay a loan or buy something.
There is one other criteria that has to be met and I have left this to last and it maybe this criteria that pushes some people to the above being a Jesus deal.
That criteria is....the product being sold must be good for the prospect and the salesman strongly believe in it....hence the Jesus type connection, you are doing good etc. I am inclined to think that when that criteria is met it increases the fever of the activity. In fact if that criteria is not meant I think it is only possible to get "physical" activity up.
If the activity is low and leisurely and the call results are not good then nothing arrives as the "top up". When the activity is as above then the money equals what it should been for the calls that were made, except some or most might come from somewhere else.
Take your pick, either some type of telepathy radiates out from the caller or it is a Jesus deal. I can guarantee you there is no other explanation except maybe something else along the same lines. If there was an explanation it would have been found and applied so the lower activity at the leisurely pace would get the same proportional results. But no one has found it.
As a side note this sort of stuff was written about in 1937 in Think and Grow Rich.
http://www.financial-freedom-made-simple.com/think-and-grow-rich.pdf