{"id":43371,"date":"2020-02-26T02:19:23","date_gmt":"2020-02-26T02:19:23","guid":{"rendered":"\/us\/en\/blog\/?p=43371"},"modified":"2025-03-13T06:13:09","modified_gmt":"2025-03-13T13:13:09","slug":"the-cold-calling-mindset-how-to-stay-motivated-when-cold-calling","status":"publish","type":"post","link":"\/us\/en\/blog\/the-cold-calling-mindset-how-to-stay-motivated-when-cold-calling\/","title":{"rendered":"The cold calling mindset: How to stay motivated when cold calling"},"content":{"rendered":"<p>Cold calling isn\u2019t easy.<\/p>\n<p>On average, it takes <a href=\"http:\/\/blog.topohq.com\/sales-development-technology-the-stack-emerges\/\" target=\"_blank\" rel=\"noopener noreferrer\">18 calls<\/a> to even connect with a buyer. And when you <em>do <\/em>get through, there\u2019s a 50% chance that they\u2019re <a href=\"https:\/\/www.marcwayshak.com\/sales-statistics\/\" target=\"_blank\" rel=\"noopener noreferrer\">not a good fit for your product<\/a> anyway.<\/p>\n<p>With the odds stacked against businesses, it\u2019s vital to have a <a href=\"https:\/\/mailshake.com\/blog\/motivate-sales-team\/\" target=\"_blank\" rel=\"noopener noreferrer\">motivated sales team<\/a>.<\/p>\n<p>Motivation comes in many different forms. Some stem from external factors, such as commission and non-financial incentives.<\/p>\n<p>But some also come from understanding that if you keep doing the right things\u2014setting tough goals, building prospect lists, and preparing effectively\u2014then sooner or later, you\u2019ll enjoy the fruits of your labor.<\/p>\n<p>With that in mind, here are seven tips to keep sales teams motivated.<\/p>\n<hr \/>\n<p class=\"p1\">Up your prospecting game and close more deals with these free cold calling scripts. \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69dec62a5f50c\" id=\"69dec62a5f50c\">\n\t\t<button tabindex=\"on\"  on=\"tap:69dec62a5f50c.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just touch base. Move your deals forward. Download this cold calling playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get them now\">Get them now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69dec62a5f50c.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy calling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<h2>1. Set goals and challenge yourself<\/h2>\n<p>From the number of calls you make in an hour to the proportion of conversations that lead to opportunities and pitches, sales is a profession that lends itself well to setting targets and efficient <a href=\"https:\/\/www.ringcentral.com\/contact-center\/workforce-management.html\">workforce management<\/a>.<\/p>\n<p>For instance, let\u2019s say that you need to make $100,000 to accomplish your personal goals. With a bit of simple math, you can calculate how many deals you need to close to reach that target.<\/p>\n<p>Now, say you convert one in 30 <a href=\"https:\/\/www.ringcentral.com\/how-does-a-virtual-phone-call-work.html\">virtual calls<\/a> into an opportunity, and one in four opportunities into a sale. Working backwards, you can calculate roughly how many calls you\u2019ll need to make to hit your financial target. Give yourself a time period to achieve it in\u2014say, two years\u2014then use that figure to establish how many calls you need to be making day in and day out to get where you want to be.<\/p>\n<p>This method will help you stay on track instead of procrastinating. And if you can exceed your daily calling targets\u2014or increase your <a href=\"https:\/\/mailshake.com\/blog\/cold-calling-tips\/\" target=\"_blank\" rel=\"noopener noreferrer\">cold calling success rate<\/a>\u2014that just means you\u2019ll hit your targets faster.<\/p>\n<h2>2. Create a list of prospects<\/h2>\n<p><a href=\"https:\/\/blog.hubspot.com\/sales\/sales-statistics\" target=\"_blank\" rel=\"noopener noreferrer\">Two in five salespeople<\/a> say prospecting is the most challenging part of the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales process<\/a>. That shouldn\u2019t be a surprise. Prospecting is time-consuming and often feels like a thankless task that\u2019s far removed from what you <em>really <\/em>want to be doing\u2014having real business conversations, moving prospects through the buyer cycle, and closing deals.<\/p>\n<p>Yet, it\u2019s an absolutely crucial activity. No matter how engaging and persuasive you are on the phone, you won\u2019t get anywhere without first investing time in effective prospecting.<\/p>\n<p>The first step to prospecting is to create an ideal client persona (ICP) \u2014the type of organization on which to focus your attention. Your ICP should be made up of characteristics like:<\/p>\n<ul>\n<li>Sector<\/li>\n<li>Size (in terms of revenue and headcount)<\/li>\n<li>Location<\/li>\n<li>Stage of growth<\/li>\n<li>Goals<\/li>\n<li>Pain points<\/li>\n<li>Priorities<\/li>\n<\/ul>\n<p>Build a list of 30 decision-makers at organizations that match your ICP\u2014people who will benefit from your product and have the power to say \u201cyes\u201d (or at least to play an influential role in the buying process).<\/p>\n<p>Now, find out as much as you can about those prospects. Look them up on Facebook, LinkedIn, and Twitter. Learn about their interests. It\u2019s much easier and more rewarding to strike up a conversation when you know what makes the other person tick.<\/p>\n<h2>3. Schedule your calls<\/h2>\n<p>You\u2019ve already taken the time to work out how many calls you need to make in a given day, week, and month to achieve your personal targets. The next step is to hold yourself accountable for delivering on those plans.<\/p>\n<p>Open up your calendar or planner and schedule the calls you\u2019re going to make\u2014every single one of them\u2014each day for the next three weeks, using the information you gathered when building your prospect list. Treat those appointments as gospel\u2014just as if they were meetings with your CEO.<\/p>\n<p>The calls shouldn\u2019t simply be randomly inserted into your calendar. Establish the best time to reach out to each of those prospects based on what you know about their activities and common practices in your industry. If it\u2019s common for board meetings to be held on Monday afternoons, don\u2019t expect to reach many senior-level decision-makers at that time.<\/p>\n<p>This kind of <a href=\"https:\/\/www.ringcentral.com\/call-center-management.html\">call center management<\/a> is a fantastic way to build in discipline to your day and cut out wasted time by making it crystal clear what you should be doing at any given moment. If you fall behind schedule, it should be easy to see where you veered off track, making it easier to course-correct going forward.<\/p>\n<h2>4. Preparation is key<\/h2>\n<p>There\u2019s no such thing as being over-prepared for a call. Preparing effectively gives you the best chance of making highly targeted calls, because you have a stronger understanding of what\u2019s on your prospect\u2019s mind.<\/p>\n<p>It allows you to be more professional and efficient, keeping wasted words to a minimum. And it helps you feel more confident that your call will go smoothly, because you\u2019ve taken the time to plan your strategy and anticipate likely objections.<\/p>\n<p>In short: going into a call knowing that you\u2019ve given yourself the best chance to succeed is a huge motivator.<\/p>\n<p>Yet an astonishing number of SDRs simply don\u2019t take the time to do their prep. They don\u2019t know what they\u2019re going to say, or how best to communicate their message.<\/p>\n<p>Do the hard yards upfront by writing a cold calling script. You won\u2019t want to stick to it religiously\u2014after all, your prospect hasn\u2019t read the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/cold-call-script-to-get-appointment\/\" target=\"_blank\" rel=\"noopener noreferrer\">script<\/a>, and the conversation might go off on a tangent\u2014but it\u2019ll provide you with a useful framework. And prepare some <a href=\"https:\/\/mailshake.com\/blog\/probing-sales-questions\/\" target=\"_blank\" rel=\"noopener noreferrer\">probing sales questions<\/a> in advance to help you get your prospect talking and capture the information you need.<\/p>\n<h2>5. Work in bursts<\/h2>\n<p>Even the most committed salespeople at the best <a href=\"https:\/\/www.ringcentral.com\/contact-center.html\">contact centers<\/a> can\u2019t hit the phones hour after hour and still remain sharp.<\/p>\n<p>It\u2019s important to take the time to gather your thoughts, analyze what worked well (and what didn\u2019t), and stay fresh. After all, your <a href=\"https:\/\/www.ringcentral.com\/call-center-qa.html\">contact center quality assurance<\/a> needs to remain high and you need to have your wits about you in the event that a prospect asks an unexpected question or comes up with an objection you\u2019ve never heard before.<\/p>\n<p>The person you&#8217;re talking to may not be able to see you if you&#8217;re not on a <a href=\"https:\/\/www.ringcentral.com\/video-call.html\">video call<\/a>, but if you&#8217;re feeling burnt out and exhausted, they&#8217;ll certainly hear it in your voice.<\/p>\n<p>Force yourself to take regular breaks. In fact, you should try to build them into your schedule when you\u2019re booking your calls in advance.<\/p>\n<p>It might seem like wasted time, but taking a quick walk and clearing your head is the best way to keep your energy levels up, ensuring that when you\u2019re back at your desk, you\u2019ll be ready to throw yourself into another hour of calls.<\/p>\n<h2>6. Remind yourself of past successes<\/h2>\n<p>Who\u2019s your sales idol? The person whose methods and success you look to emulate? Maybe it\u2019s Dale Carnegie, David Ogilvy, or Zig Ziglar.<\/p>\n<p>Either way, it\u2019s important to remember that even they didn\u2019t close every deal that came their way.<\/p>\n<p>You can\u2019t win them all\u2014so don\u2019t beat yourself up when the tenth prospect in a row hangs up on you. Sales has always been a numbers game, and that\u2019s especially true of <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/does-cold-calling-work\/\" target=\"_blank\" rel=\"noopener noreferrer\">cold calling<\/a>.<\/p>\n<p>Keep yourself motivated by thinking back to a time when you\u2019ve been successful. Maybe you overcame a string of objections, won your prospect\u2019s trust, and persuaded them to book a product <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">demo<\/a>. Or perhaps you took a prospect all the way from the initial cold call to a face-to-face meeting where you closed a big deal.<\/p>\n<p>Whatever your favorite sales memory, make sure it\u2019s never far from the front of your mind\u2014especially when times are tough.<\/p>\n<p>And remember to celebrate the small wins, too. Like the first time you broke the 50-call mark in a day.<\/p>\n<p>Jack Wilson, Head of Sales at <a href=\"https:\/\/www.rightinbox.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Right Inbox<\/a>, believes that the only true failure you can make as a salesperson is simply to give up. If you\u2019ve got the motivation and self-belief to keep plugging away, the results will come.<\/p>\n<h2>7. Track results and learn from mistakes<\/h2>\n<p>Just as you should learn to accept that you\u2019ll never close <em>every <\/em>deal, it\u2019s also vital to remember that however hot your current streak, there\u2019s always more to learn. The moment you stop developing and striving to step up your game, you\u2019ll find yourself heading backwards.<\/p>\n<p>To identify areas for improvement, you should be tracking your results. Don\u2019t just focus on top-level metrics like the number of sales you make; dig a little deeper to focus on factors such as:<\/p>\n<ul>\n<li>The average number of calls you make in an hour\/day\/week<\/li>\n<li>Your average conversion rate of cold calls to follow-up calls<\/li>\n<li>The average number of contacts you make with each prospect before they\u2019re ready to book a product demo<\/li>\n<\/ul>\n<p>Measure your progress over time to identify learnings such as your most productive times of day and the types of prospects you\u2019re most likely to close.<\/p>\n<h2>Conclusion<\/h2>\n<p>Motivation is arguably the biggest challenge for any salesperson.<\/p>\n<p>Keeping motivated is harder than dealing with difficult prospects, learning new skills, and knowing your product inside and out.<\/p>\n<p>And it can be hard to explain, too. Some days you\u2019ll come into the office feeling super-driven; other times, it\u2019ll seem like a chore every time you pick up the phone.<\/p>\n<p>But if you follow these steps, you\u2019ll give yourself the best chance of maintaining a motivated, positive mindset, regardless of the other challenges you face along the way.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Cold calling isn\u2019t easy. On average, it takes 18 calls to even connect with a buyer. And when you do get through, there\u2019s a 50% chance that they\u2019re not a good fit for your product anyway. With the odds stacked against businesses, it\u2019s vital to have a motivated sales team. Motivation comes in many different &#8230;<\/p>\n","protected":false},"author":29,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18390,4],"tags":[],"class_list":["post-43371","post","type-post","status-publish","format-standard","hentry","category-communication-and-collaboration","category-customer-experience"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>The cold calling mindset: How to stay motivated when cold calling | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Cold calling isn\u2019t easy. On average, it takes 18 calls to even connect with a buyer. And when you do get through, there\u2019s a 50% chance that they\u2019re not a\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/the-cold-calling-mindset-how-to-stay-motivated-when-cold-calling\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The cold calling mindset: How to stay motivated when cold calling\" \/>\n<meta property=\"og:description\" content=\"Cold calling isn\u2019t easy. On average, it takes 18 calls to even connect with a buyer. 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