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HOW do I reach my goals?
Now that your goals are written, we move to creating a strategy for achievement.
This is kind of fun because you can focus on HOW you will achieve this. During your evaluation and assessment of the year, you might have noticed that you like doing some strategies more than others, or you were better at some than others, or some strategies were more effective than others. You may have found that the market or buying habits of your customers/clients has changed and you need to adjust your appro…
What exactly are goals?
Consider WHAT you WANT to create and achieve next year. What matters to you so much that you are going to “make it happen,” as my father used to say by setting a strategy. Those are your goals.
Goals should always be written as RESULTS. Articulation is important. I like the S-M-A-R-T process because it’s clear and simple.
Specific Clear, not ambiguous or vague.
Measurable It can be counted. Numbers or percentages…
Differently
Differently? What?
We have looked at what to do more of, less of…and now differently.
Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper
calendar and absolutely resisting using technology…it might finally be time to do things
differently.
Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow
up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.
C…
C…
Less of...
Yes, it is possible to do LESS of something!
It seems counter-intuitive to look at what we might do less of following a blog that focused on
MORE!
Maybe we could have talked less or talked less about things that were unimportant to the buyer
and only important to us. Or have spent less time on an interaction that was ineffective
(combine that with talking too much – ouch). Or we might have spent less time on non-sales
actions that kept sales actions from happening.
Or brought less resista…
Coming From Behind
Are you falling short of your goal this period? Do you have ground to make up before the period ends?
Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.
The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …
Be Organized BY Appointment
Last month my blogs were about ‘leading by example’ as a sales manager: to demonstrate Sell it or Schedule it with a guest, to coach a sales associate from Sell it or Schedule it, and to use Sell it or Schedule it as an operating system for interactions and intentional outcomes.
The same goes for being organized - by appointment.
When one is committed to making appointments and sees the value in making them, they will organize their calendar accordingly, with slots dedicated to appointment…
June is…a good practice month.
It’s hard to imagine that less sales traffic would be a good thing…and yet it can be.
If traffic is off, you can spend more time with each opportunity and increase the chance to close and to close for bigger tickets.
What makes the difference is intention.
Intention to focus on creating an outcome with each and every opportunity. The intention is to sell it or schedule it. Not to sell it or follow up… to sell it or schedule it.
If you notice that you are not scheduling at least 20% of your…
June is…the beginning of a new season.
It’s summer…and summer traffic is often unpredictable, and customers/clients can be distracted by vacation plans and being away from home.
You might have vacation plans scheduled, too…which means you need to make goal in LESS time.
What? Yes.
And as we discussed in an earlier post, it’s about the strategy…what is the number you have to hit? How many sales do you have to make at what average sale? And what actions are needed to achieve those sales?
You do this by taking the actions that incr…
June is…the end of the first half of the year.
Here we are…halfway through the year. At the completion of June, it’s a good time to review performance for the first six months and see what worked and what didn’t work… or was missing from your strategy.
Since the first half of this year has been different from the first half of last year, what has changed that you need to adapt to? The trend that is driving this year is different from last year – and we can adapt and build a new strategy or we can complain and bemoan the changes. The choice…
June is…what follows May
If your showroom is like other showrooms, April was soft, and May followed April in a similar fashion. Neither month are historically strong but that isn’t much solace when you are expecting to see a certain number of opportunities and they don’t come in the door.
Remember that there are THREE ways to drive business and traffic is only one of them. Review your other areas for business: close ratio (increase the number of opportunities you close of the opportunities you get) and average sale …
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