Did you decide to exercise more this year? Every year 40 to 45 percent of Americans make New Year Resolutions. Research shows that by February first, 30 percent of them throw in the towel, and more than half have fallen off the wagon by July. If you’re in sales, your sales goals are like resolutions. In sales it’s almost unthinkable to fall off the wagon and stop selling. Yet staying on track to reach your goals can be as challenging as maintaining an exercise program. Here’s what you can do now to make sure you reach your selling goals this year.
Start small. Before you get demotivated look at the sales goals you set. Are you doing the equivalent of trying to lose 40 pounds in 3 weeks? If your sales goal is overwhelming you’ll fail. If you’ve made your goals every year with 5% growth, and this year you’re targeting 25%, you are setting yourself up for failure.
Instead, start by examining what you successfully did last year. This year ratchet up your performance in manageable increments. You wouldn’t transition from being a couch potato to becoming an Ironman and exercising like one. So why expect your selling behavior to be different?
Here’s what to do if you want better sales results this year. If you spent two hours prospecting each week last year, this year you can manage three or four hours. You still have time to modify how you plan on achieving your goals. Just increase your performance in reasonable amounts.
It’s the small picture. It’s only a matter of time before a prospect doesn’t close, a deal turns sour, or a customer selects your competitor. Welcome to the unpredictable world of sales! Before you slide down that slippery slope of dejection, take note of what you have accomplished.
Write down all the instances where a sales call went exceptionally well, when a customer complimented you or how things went better than expected. That resource of positive small events will help to balance the negative ones you will have to face. Consider keeping notes of your successes for just those moments when things are looking bad. Instead of agonizing over your grim situation, focus on the positive.
Talk is not cheap. Thirteen years ago I announced to a good friend that I was leaving the security of corporate America to go out on my own. I had resisted telling anyone other than my family. Why? Because once I told another person about my intentions to leave I knew I would have no other choice but to start my business. There would be no turning back.
You can use that need to be accountable that you get when you tell someone what your goals are. Is there a target you’re trying to sell? Tell someone you respect. Add to your sense of accountability and say what you’re going to do to reach the prospect. Then regularly meet with your listener to provide an update on your progress.
Talking to this person on a regular basis helps you avoid getting into too big of an emotional slump. When you find yourself having to report to this person on a regular basis you’ll be very motivated to take the actions you stated you would. Falling short in front of someone you respect is a very painful experience.
Just like resolutions, sales goals need to be set wisely. It’s the only way they’ll help you sell successfully long after February’s come and gone. It’s August now. So if your goals are off, it is time to refocus. You still have time to reach your goals.
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Maura Schreier-Fleming is a sales strategist and founder of Best@Selling, a sales training and consulting company. She wrote Monday Morning Sales Tips and works with sales professionals who want to sell more and get more business.
Start small. Before you get demotivated look at the sales goals you set. Are you doing the equivalent of trying to lose 40 pounds in 3 weeks? If your sales goal is overwhelming you’ll fail. If you’ve made your goals every year with 5% growth, and this year you’re targeting 25%, you are setting yourself up for failure.
Instead, start by examining what you successfully did last year. This year ratchet up your performance in manageable increments. You wouldn’t transition from being a couch potato to becoming an Ironman and exercising like one. So why expect your selling behavior to be different?
Here’s what to do if you want better sales results this year. If you spent two hours prospecting each week last year, this year you can manage three or four hours. You still have time to modify how you plan on achieving your goals. Just increase your performance in reasonable amounts.
It’s the small picture. It’s only a matter of time before a prospect doesn’t close, a deal turns sour, or a customer selects your competitor. Welcome to the unpredictable world of sales! Before you slide down that slippery slope of dejection, take note of what you have accomplished.
Write down all the instances where a sales call went exceptionally well, when a customer complimented you or how things went better than expected. That resource of positive small events will help to balance the negative ones you will have to face. Consider keeping notes of your successes for just those moments when things are looking bad. Instead of agonizing over your grim situation, focus on the positive.
Talk is not cheap. Thirteen years ago I announced to a good friend that I was leaving the security of corporate America to go out on my own. I had resisted telling anyone other than my family. Why? Because once I told another person about my intentions to leave I knew I would have no other choice but to start my business. There would be no turning back.
You can use that need to be accountable that you get when you tell someone what your goals are. Is there a target you’re trying to sell? Tell someone you respect. Add to your sense of accountability and say what you’re going to do to reach the prospect. Then regularly meet with your listener to provide an update on your progress.
Talking to this person on a regular basis helps you avoid getting into too big of an emotional slump. When you find yourself having to report to this person on a regular basis you’ll be very motivated to take the actions you stated you would. Falling short in front of someone you respect is a very painful experience.
Just like resolutions, sales goals need to be set wisely. It’s the only way they’ll help you sell successfully long after February’s come and gone. It’s August now. So if your goals are off, it is time to refocus. You still have time to reach your goals.
:::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::
Maura Schreier-Fleming is a sales strategist and founder of Best@Selling, a sales training and consulting company. She wrote Monday Morning Sales Tips and works with sales professionals who want to sell more and get more business.
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