Section 14 · Your Guide Check
14The Daily Discipline
The method's numbers only work if you run them every day, and the CRM is built to make that easy to see. This section maps the discipline you learned in the Intensive — the dials, the untouched leads, the FTAs — onto the exact screens that keep you on pace.
The numbers, and where to watch them
| The target | Where it lives in the CRM |
|---|---|
| 100 dials a day | The dialer, and your Activities list (each call is logged). |
| 50 fresh (untouched) leads a day until the list is worked | A "New / untouched" saved view on Companies. |
| ~5 qualified leads a day | Companies advancing to Qualified Prospect. |
| 300–400 dials per FTA → 3–4 FTAs a month | The dialer count vs. FTA-booked dispositions. |
| 1 deal a month (at a 25% close) | The pipeline forecast (Section 09). |
Build your working views
Two saved views turn the discipline into one-click lists (see Section 03 for how to build them):
- Leads Ready for FTA — Qualified Prospects with a known decision maker, a contract end date, and their IT method captured. This is your hottest list; work it first.
- Fresh leads — Suspects and Prospects with no activity yet, so you always have the next 50 to dial.
Figure 14.1The "Leads Ready for FTA" saved view — your first stop every calling block.
Run your day in call blocks
Batch one kind of call per block — all qualification calls, or all decision-maker pitches — and let the dialer keep the rhythm: dial, connect, disposition, next task, repeat. Between blocks, use an admin block to catch up on notes and research. The CRM supports this directly:
- The dialer keeps you moving without leaving the account.
- Every call gets a disposition, so your count is real, not remembered.
- The follow-up prompt schedules the next touch before you move on.
- Your Tasks list, sorted by due date, is the day's to-do — overdue in red, today in amber.
The method in the tool
The numbers aren't arbitrary — they're the physics of the funnel. Roughly a hundred dials becomes thirty connects, ten conversations, five qualified leads; a few hundred dials into qualified leads becomes an FTA. The CRM counts honestly so you can trust the math and adjust. Slow is smooth, smooth is fast.
Your two-minute end-of-day check
Before you log off, glance at four things:
- Every call today has a disposition.
- Every logged touch has a next task scheduled.
- No task is overdue without a reason.
- Your coaching focus area got one rep of practice.
The bottom line
Run the numbers; let the CRM keep score.
The discipline is yours to run, but the tool makes it visible and honest. Work your saved views, dial in blocks, disposition everything, and the funnel fills on schedule.