For sales professionals, everywhere. What? Yes. Consider this: whenever there is an ‘arrrrrghhhhhh’ response to something, there is an identified lack of power, acceptance, skill, understanding…something!…that has that situation resonate as BAD. For example, all I have to do with … Continue reading
With 3 weeks left in the year, I am organizing myself for a new year of expansion and new challenges. Last week I met with Kate, my social media and marketing associate, and discussed what I want the New Year to bring and how we will do that. It also expanded her role as my collaborator, executor, ‘nudge’, and truth-teller. I am grateful for her partnership.
As you look to 2015, what do you want? At the end of next year, what do you want to have done, accomplished, eliminated, transformed? December is a wonderful month for this exploration. It’s often a slow retail month and a busy installation and delivery month, so we tend to focus on completing sales rather than writing new ones. And owners and sales managers begin new setting targets as the current target period comes to a close – having been exceeded, met, just missed or missed by a mile. I missed a few this year but I made many more than I missed. My goal sheet begins with my purpose, my core values, and what I can be counted on for, so that it informs what I focus on for the year. My goals include personal goals, financial goals (which include property owner), and business goals – as an owner, salesperson, creator, and speaker/coach. I am revisiting the goals I missed this year to see what happened: no real commitment to achievement? Insufficient strategy? Strategy not acted upon? Actions not well executed? The pattern I see is the lack of a sufficient strategy and inaction. The ones I acted upon I achieved. And those I didn’t achieve are back on for next year with new actions…plus a few goals that I was afraid to put on last year. I am also adding support for those I am revisiting, as I believe I need that in addition to my own actions and as part of my commitment to achieve them.
How will you construct your goals? Articulate your goals as RESULTS, and your plans as ACTIONS. S-M-A-R-T has always worked for me and for my clients. S=Specific…make them clear and unambiguous. M=measurable…be able to count them with a number or percentage. A=Attainable….make them challenging but achievable. R=Relevant….make goals matter to you. T=Time bound…put a ‘by when’ date on them. You don’t have to wait until the end of the year to achieve them! And consider quarterly plans of action to move them along. I keep mine in a frame in front of me on my desk and cross them off when I complete them…I LOVE to see those lines sliced through and fill the page! Good luck with yours. Start now to consider what you want and writing them down. If you need help, call me. 877-663-9663.
Cheers and love,
For sales managers and salespeople everywhere
It’s simple. Failure to perform is caused by a few things…. that I’ve listed in a quasi-prioritized fashion. Remember there are endless excuses but very few causes.
1. No clear, achievable and measurable goal
Is what you intend to achieve specifically spelled out? Such as ‘Write $75,ooo in November”, “Increase sales volume by 10% over same period last year”, “Schedule 3 new prospect appointments in the next 30 days”. Without clear and incremental focus, it’s hard to know if you hit the target and it’s even harder to create a list of actions that would achieve it!
2. An insufficient strategy
This is a silent killer. You want to evaluate your list of actions and ask yourself: “If I did all of these, and produced results with 75% of these actions, would I make my goal?” Many performers miss goal because their strategy was insufficient for the result they intended to achieve… they didn’t take enough actions – such as 25 outgoing calls per day. It’s a big number but not big enough if it should be 50. Not wrong, not bad, just lacking enough strength to accomplish the mission.
3. Lack of action
Goals and strategies without taking action mean zero. Zero. Get busy doing what you created in your strategy. It’s like putting ‘Gym’ from 7:30-8:30 on your calendar 5 days a week but never going (one of my personal and favorite failings).
4. Poor execution
Did you execute the actions well? Did each action produce something? Did you make 25 calls but call at a time that you would reach the intended person or to leave a message? Did the call actually forward the sale – created a connection, made an appointment to meet – something.
5. Not enough opportunities
Did you speak with or see enough people? How many do you think you need to see? Now, double that. And double it with marketing effort as well as face to face or phone conversations. It always takes more than we think it will take. Always.
This is my checklist when I miss goal. And now it’s yours.
Now, go sell something.
Love, love, love,