There are five basic steps to achieving your sales goals. Use the ideas as you do your planning for 2020. 

  1. The Gap. You must understand where you are today and where you want to be.  This cannot be a vague notion.  This is not just about the revenue amount, focus on the emotions and accomplishments from the growth; consider how achieving your sales objectives helps you reach your personal goals.  This takes you to step 2. 
  2. The Why. Achieving a new sales goal will require a lot of work.  You need to be invested in the reason it is important and what the benefits are to you & your family.  This always ties back to your personal goals.  Peace of mind, travel, a boat, a bigger college fund or being the best in the company – know your Why and leverage it.
  3. The Plan. What do you control in the sales process?  Your behavior and your attitude. What prospecting activities must you do daily, weekly, monthly to achieve the sales objective?  Know your numbers conversations to meetings to proposal to order.  Also, know what your balanced pipeline looks like.  Keep it full.
  4. The Results. The Sales Manager should help the salespeople track their behaviors; help them know their numbers & create accountability…most importantly, the sales manager must Coach the salespeople.
  5. The Decision. The most important aspect of achievement is the decision.  The decision is commitment and desire.  Deciding to achieve a goal is different than wanting it.  Let me give you an example of someone who decided to achieve a goal.

Image result for ford v8 engine block 1932

Henry Ford decided in 1929 that it was possible to build a V8 engine cast in one piece despite every engineer saying it was impossible.  Ford decided that it was possible.  He would not accept the expert engineers’ results, nor the attitude.  Risking his reputation, and the hugely successful company that he built Ford decided it was possible for the V8 engine to change the automotive industry and be the foundation of the hot rod movement.  In 1932 Ford Motor Company introduced a V8 engine cast in one piece.  (more on the V8 here)

When Henry Ford decided it was possible and did not waiver.  You and your salespeople must decide to grow your business, and not waiver from your goal.  

Walter has been working successfully in Sales, Sales Development and Sales Management for over 31 years. He is passionate about developing sales professionals for CEOs &Business Owners. If you are frustrated and fed up with sales people who are not accountable, a sales team that is inconsistent and fail to meet objectives, and you want to fix it once and for all, we should have a business conversation. We partner with Objective Management Group for the best tools to evaluate your salesforce; We partner with SalesSTAR for the best sales training tools for sales management & salespeople; We partner with SalesQB to provide Fractional Sales Management services. walter@waltercrosby.com