How to meet sales goals
By Drew Stevens PhD
Many selling professionals and even
entrepreneurs are constrained with
trying to meet their weekly and annual
goals. Times are difficult and challenging
and the need to meet quota goals is stressful. There are a number of things one can do
to help ease the pressure and ensure they meet goals.
Feedback -- One of the necessary rules of selling is constant feedback from
management. It is flabbergasting to me when employees do not understand their goal
placement midway through the year and even more disconcerting when management
communication only occurs in the fourth quarter. Similar to a coach on the football
field maneuvering his troops, feedback is vital.
Metrics -- It is interesting to view how sales are measured, some in calls per day,
earned commissions and goals by management. First, unless management truly
understands the territory and the plethora of issues then selling professionals must be
involved in this strategic process. Management derives numbers based on stakeholder
value yet might not be familiar enough to denote territory growth. Second, sales must
never be measured in calls per day. Once former client drives its sales team to make 50
calls per day. Professionals are prohibited from making personal calls. This will only
lead to burn stress and burn out. To combat attrition, sales cannot be measured in call
production but rather the true value- sales. If a selling professional makes quota after
five calls does this denote failure. Rethink your selling metrics.
Selling as Sport -- Selling your business or your firm's product required unending
passion. It is baffling to find selling professionals that believe they work an eight-hour
day. Selling is a profession and a sport. You must love what you do and love what you
sell. The latter denotes that selling is a twenty four hour 365-day process. While it does
not mean you cannot turn off and relax in order to be the best in your field you must
be selling all the time.
Differentiation -- Today's selling professional must be more astute and different from
the competition. There is way too much of it. To be heard over the pandemonium, it is
paramount for selling professionals to be different. For one, refrain from cold calling
everyone does it and no one is successful. When was the last time you noticed a
wealthy cold calling insurance agent? Refrain from networking events. Too many
professionals frequent events to visit old friends. That is for the weekend. Attend
events that will garner opportunities for business. Be artful and discover new
opportunities to be different from the crowd.
Reach Decision Makers -- The greatest challenge of any business professional is
meeting with the person that can make the ultimate purchase decision. Refrain from
spending too much time with people that will not or cannot provide opportunities.
Your first question during the prospecting stage is to decipher who the decision maker
is. Ask the question, "How is a decision made within the organization". Or, "Who in
your organization is responsible for making the ultimate decision?"
Closing -- Too many professionals find it difficult to ask the question, "Do you want to
buy one"? Sales are made with closing. If you want to sell more, you must gain
commitment. It is vital that you ask the question. "Is there anything preventing our
working together at this point?" or "How quickly are you ready to being once you
review the proposal?" Gain commitment and close quicker.
Value -- Prospects are more willing to accept you if you come prepared to assist them
with value. Speak to them from the understanding of the value you provide that
corrects the current client condition. Prospects seek remedies to current pains and
better and faster sales will come by illustrating how your product/service improves
the condition.
Customer Loyalty -- Loyal customers return, consistently and regularly. Loyal
customers tell others and loyal customers make your job easier. When you service
clients from inception through sales to service you enthrall them with opportunities
that create memorable emotions. And, consumers make emotional decisions, so the
more frequent and enthusiastic the service the easier to obtain referrals and
testimonials from your clients. Prospective clients will flock due to word of mouth and
the buzz that surrounds you.
Selling today is similar to climbing a mountain with swim trunks while carrying a
tiffany glass. You must be more agile than you competitors and more aggressive too.
Variation helps to distinguish you from the pack. Dissident attitudes and behaviors
garner attention and instigate change. If sales are stalled, instill change and create new
results!
About the author: Drew Stevens Phd works with organizations to maximize sales in
less time. Drew can assist your organization with sales or customer service. Order his
latest book now, Split Second Selling available on Amazon.com or at his website, Get
to the Finishing Line.
By Drew Stevens PhD
Many selling professionals and even
entrepreneurs are constrained with
trying to meet their weekly and annual
goals. Times are difficult and challenging
and the need to meet quota goals is stressful. There are a number of things one can do
to help ease the pressure and ensure they meet goals.
Feedback -- One of the necessary rules of selling is constant feedback from
management. It is flabbergasting to me when employees do not understand their goal
placement midway through the year and even more disconcerting when management
communication only occurs in the fourth quarter. Similar to a coach on the football
field maneuvering his troops, feedback is vital.
Metrics -- It is interesting to view how sales are measured, some in calls per day,
earned commissions and goals by management. First, unless management truly
understands the territory and the plethora of issues then selling professionals must be
involved in this strategic process. Management derives numbers based on stakeholder
value yet might not be familiar enough to denote territory growth. Second, sales must
never be measured in calls per day. Once former client drives its sales team to make 50
calls per day. Professionals are prohibited from making personal calls. This will only
lead to burn stress and burn out. To combat attrition, sales cannot be measured in call
production but rather the true value- sales. If a selling professional makes quota after
five calls does this denote failure. Rethink your selling metrics.
Selling as Sport -- Selling your business or your firm's product required unending
passion. It is baffling to find selling professionals that believe they work an eight-hour
day. Selling is a profession and a sport. You must love what you do and love what you
sell. The latter denotes that selling is a twenty four hour 365-day process. While it does
not mean you cannot turn off and relax in order to be the best in your field you must
be selling all the time.
Differentiation -- Today's selling professional must be more astute and different from
the competition. There is way too much of it. To be heard over the pandemonium, it is
paramount for selling professionals to be different. For one, refrain from cold calling
everyone does it and no one is successful. When was the last time you noticed a
wealthy cold calling insurance agent? Refrain from networking events. Too many
professionals frequent events to visit old friends. That is for the weekend. Attend
events that will garner opportunities for business. Be artful and discover new
opportunities to be different from the crowd.
Reach Decision Makers -- The greatest challenge of any business professional is
meeting with the person that can make the ultimate purchase decision. Refrain from
spending too much time with people that will not or cannot provide opportunities.
Your first question during the prospecting stage is to decipher who the decision maker
is. Ask the question, "How is a decision made within the organization". Or, "Who in
your organization is responsible for making the ultimate decision?"
Closing -- Too many professionals find it difficult to ask the question, "Do you want to
buy one"? Sales are made with closing. If you want to sell more, you must gain
commitment. It is vital that you ask the question. "Is there anything preventing our
working together at this point?" or "How quickly are you ready to being once you
review the proposal?" Gain commitment and close quicker.
Value -- Prospects are more willing to accept you if you come prepared to assist them
with value. Speak to them from the understanding of the value you provide that
corrects the current client condition. Prospects seek remedies to current pains and
better and faster sales will come by illustrating how your product/service improves
the condition.
Customer Loyalty -- Loyal customers return, consistently and regularly. Loyal
customers tell others and loyal customers make your job easier. When you service
clients from inception through sales to service you enthrall them with opportunities
that create memorable emotions. And, consumers make emotional decisions, so the
more frequent and enthusiastic the service the easier to obtain referrals and
testimonials from your clients. Prospective clients will flock due to word of mouth and
the buzz that surrounds you.
Selling today is similar to climbing a mountain with swim trunks while carrying a
tiffany glass. You must be more agile than you competitors and more aggressive too.
Variation helps to distinguish you from the pack. Dissident attitudes and behaviors
garner attention and instigate change. If sales are stalled, instill change and create new
results!
About the author: Drew Stevens Phd works with organizations to maximize sales in
less time. Drew can assist your organization with sales or customer service. Order his
latest book now, Split Second Selling available on Amazon.com or at his website, Get
to the Finishing Line.
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