Wow – it’s hard to believe – only 100 days left to achieve this year’s sales goals!
I’m not trying to rush summer or the end of the year. Some of you might be thinking it’s about 120 days to the end of the year, but the reality is you’re not going to be closing sales between Christmas and New Year’s. Are you on track to achieve your sales goals before the end of the year?
I’ve been in sales for over 20 years and I’m still the Chief Sales Officer in our business! Just about every year, at the onset of the fourth quarter, I’ll admit… I go into stress and panic mode as my drive and desire to succeed can be overwhelming.
Each year I have a stronger and more strategic sales plan than the previous year, but I also have a bigger sales goal each year.
So, at this time of year, I still find myself in panic mode wondering, “Do I have enough in my pipeline to make my goal?” “Where else can I find additional business that will close before year end?” “Have I done everything necessary to make my number?”
Here are a few questions to ask yourself:
• Are you on track to achieve your goals?
• What will you START doing?
• What will you STOP doing?
• What will you DO DIFFERENTLY?
• What do you want to be MOST proud of accomplishing on December 31st? Or realistically, by December 21st?
For those of you like me, who have been working hard all year, but realize you’re still a bit short of achieving your big sales goal for the year, let me share with you some of the things I am going to START, STOP and DO DIFFERENTLY to ensure I slam dunk our big, hairy, audacious sales goal this year and guarantee a celebration on December 31st!
At this time of year, I still find myself in panic mode wondering, “Do I have enough in my pipeline to make my goal?” Share on XI’m going to START creating a new list of all the clients that I will contact to secure business this fall. I’m going to START making calls, not just one day a week, but three days a week with ten connections per day. I will schedule the one hour per day in my calendar to hold myself accountable to complete these calls on the chosen days and then update it in our CRM system, rather than my favourite Hot List Spreadsheet.
I’m going to STOP allowing any interruptions, procrastination or excuses to get in the way of making these ten calls each day. I’m also going to STOP any self-doubt of not achieving this sales goal. I’m going to kick any of those negative thoughts out of my brain – there is no room for this type of saboteur talk this fall.
I will add Social Media as my “DO DIFFERENTLY”. I’m going to use LinkedIn Navigator to find new leads and use the digital analytics of social media to help me better understand who may be interested in our services.
I will be proud of achieving our sales goal over the next 100 days…and will savour the taste of champagne to celebrate the achievement of this goal on December 31st.
Teneo Challenge: Figure out what you need to stop, start and do differently and then share your sales success with us!
What will you be doing over the next 100 days to achieve sales success this quarter?
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.