Every originator in the commercial equipment leasing and finance industry has a number.
What is your number?
What is your desired income for 2021?
The good news is that, as sales professionals, originators control their own destiny. Most are paid by delivering results and outperforming their goals. Top performing originators know that their primary responsibility is to fill their pipeline with opportunities which match their capabilities. Here are some reverse-engineered questions to help you reach your number:
1) What production number do you need to deliver in order to
achieve your desired income?
2) How many transactions do you need to fund in order to reach
that production number (total production divided by average
3) What is your funding ratio to applications submitted? (If you
fund 50% of deals submitted, then you need to submit 20
applications in order to fund 10 transactions.)
4) How many leads do you need to generate one application?
(If you need to find two leads in order to generate 1 application,
then you need 40 leads a month to generate the above
mentioned 20 applications. This would equate to two leads
every day - one in the morning and one in the afternoon.)
5) How many calls do you need to make every day in order to
generate two leads a day. (If you truly want to make your
desired income, you know exactly what it requires on a daily
There is only one person that controls your ability to meet your desired number and that person is you. By reverse engineering your activities, you know exactly what it takes on a daily basis to achieve your desired results.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.