How to meet sales goals

How to meet sales goals
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!

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Drew Stevens PhD
http://www.gettingtothefinishline.com
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,http://www.gettingtothefinishline.com/products.php