It’s the first day of a new month. Your manager has set a new number for your team to hit and the first thought to enter your head is, “wait – what about the GREAT month we just finished? Doesn’t that count for something?” I’ve had this thought run through my head many times as I’m sure you have, and it’s important to practice some mental-awareness. Your manager has not forgotten about all the blood, sweat, and tears that went into last month’s numbers; they just don’t want you to be only as good as your last month.
Before you tackle the new goal, give yourself a pat on the back (if you deserve it). Recognize the energy that went into attacking your previous target number and use this focus. How can you become more efficient? What can you do to make the next 22 business days outshine last month’s efforts?
1. Take the time to set out a plan of attack. Are you working hard, or are you working smart? There are undoubtedly times during your work day where you may not be executing objectives as efficiently as possible. For example, how many unreturned voicemails have you left for your list of prospective accounts? Repeating the same behavior over and over again expecting a different result is the definition of insanity.
2. Use your resources to find better ways to connect. Spamming prospects with “Hello my name is” emails tends to hurt your chances of landing the account. Instead, get creative. Send a hand written letter introducing yourself and inviting them to reach out to you. I’m as guilty as the next sales guy of beating my head against a wall. The trick is recognizing that your efforts are not getting the job done, and making a change.
3. Don’t neglect your current customers. If you find yourself doing constant out-reach and calling new accounts, make sure you are not ignoring the people who have already trusted you enough to buy from you. It is much easier to close a sale with someone who has already worked with you in the past. Give them a call every now and again to check up on them. From personal experience, I have found that I can rake in 5-10 additional sales for a month by following up on existing orders.
4. Feed off of your team. A positive team environment can be one of most important factors in hitting a sales goal. We are lucky enough to have an exceptionally positive, fun sales floor at our company. Not only does this atmosphere keep our employees happy, but that “can do” attitude is forwarded on to our customers.
So let’s recap. Without a good plan for hitting your goal, you are going to waste a lot of your time. As it goes among carpenters, “Measure twice, cut once.” Be creative in getting your name on the desks of your prospects, but don’t leave your loyal customers behind. And with your team, have fun while maintaining a positive work environment. If after each call, your customer puts down the phone in a better mood than when they picked it up, you won’t just hit your sales goal –
you will destroy it.
To date, Reman U subscribers have been first to lessons from some great minds in business and sales. This week, you’re a different kind of lucky. “Hopeless Remantic” Anthony Stanley shares what life on the sales hamster wheel is like…from the point of view of the hamster.
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