A few additional thoughts on success
goals in selling
‘Idea Man’ Hooey
Ultimately, the measurement and review of your value to your firm,
as a sales person, is directly tied to your ability to sell. Your
leadership team will look at your sales volume at any particular
time during your firm’s term of measurement. That look might
be monthly, quarterly, a twice yearly performance appraisal, or
year end. It will happen and it makes good sense to be both aware
of it and prepare to ensure your sales results stand up
or better yet, shine under scrutiny.
You may be providing intrinsic value to your team and
your firm by your activities. However, when all is said and done,
your selling results are the primary factor used to evaluate your
performance and promotion. That is the harsh truth.
|Sales master W. Clement Stone challenged
his sales team to “Set a goal so Big, that if
you achieved it, it would blow your mind.”
This is not a time to play it safe, nor is it time to listen to
those (even those who may be relatively successful in selling)
who would tell you setting goals is a waste of time. It
isn’t! Your success and growth in the sales field
will be directly tied to your ability to formally set and achieve
your goals. Set a goal that will push you, one that will stretch
you in its achievement.
Set a goal worthy of your potential and
work to achieve it.
Here is a specific example: This year ____, I
want to close $1,000,000 in new and repeat business. Or, I want
to increase my commission and bonus earnings to $200,000 during
this year ____.
In selling, life, and in business, we have documented, proven results,
and thousands of stories of people who formally set goals
who went on to substantially greater success
than their counterparts. You can too, if you “plan
and then work your plan.”
You know that this investment of your time in setting your goals
for the year, and revisiting and revising them as needed, provides
the roadmap for your selling success.
Secret Selling Tips BIG, ‘Visionary’ goal for
it! Write it! Achieve it!
Take a few minutes and go through a brief planning process in light
of your BIG, 'Visionary' Selling Goal. Depending on your focus (Sales,
commission, units) here is how might you do it.
1. Set your income or sales target (choose which works best for
2. Set your commission and/or bonus target (if this works better
for you) or,
3. Divide your yearly target (#1) by the average commission and/or
bonus per sale (#2). If you need help, go back over your previous
year or talk to your sales manager. This calculation should yield
an annual ‘unit’ sales target needed to reach your sales
target, income, or commission.
4. You can then divide this number (either #1, #2, #3) by 12 to
give your monthly target, or divide it by 50 (average number of
weeks with 2 weeks of holidays) to get your weekly number.
Visualize it! Write it! Achieve it!
However you work it out, it is a good idea to break
your ‘BIG’, 'Visionary' selling goal into measurable
weekly, monthly and quarterly results. This makes it easier to track
your success and make necesary changes if you notice you
need to bump it up to keep on track.
Now what? What is next, if you are serious about
meeting this BIG, 'Visionary' goal?
|"Most beginnings are small, and appear trivial and
insignificant, but in reality they are the most important things
in life." James Allen
Start now. That great philosopher Woodie Allen
said, "80% of success in life is showing up." Make
the commitment to start and to detailed accountability. Remember,
what gets measured, gets done. If you study the
top leaders in selling, you'll find they are committed to being
accountable. Ask yourself:
- What activities (average) do you need to be involved in on a
weekly, monthly, and quarterly basis to reach your calculated
- How many (average) outbound sales calls do you need to make
to explore or set up an initial sales interview?
- How many (average) sales interviews or demonstrations (daily,
weekly, monthly, quarterly) do you need to qualify a customer
where an order can be placed or a proposal created?
- How many (average) proposals or contracts need to be delivered
daily (weekly, monthly, and quarterly) to close the deal? What
is your 'current' conversion or closing ratio?
According to 'average' selling statistics the 'average'
salesperson closes 1:3 qualified leads. If you work in a retail
environment where your company advertisng draws in motivated buyers
yours might be higher. If needed, you can go back over your last
year’s results (keep in mind you are setting a big goal
that will stretch you) to get a sense of what is needed to
get to the sale. And of course, you do not want to be average...
you want to be an achiever.
When you have worked out your sales numbers in relation to your
BIG, 'Visionary' sales goal, then you are ready. Being prepared
is one of the Secrets to being successful in the game of selling.
Henry Ford said, “Before everything else,
being ready is the Secret of Success!”
Keep these numbers close to you as a reference guide to chart your
progress. Track your progress and performance. Measure them frequently
and honestly and decide where you need help. Ask for help
when you need it.
• Do you need help in prospecting or qualifying?
• Do you need help in demonstration of your firm’s products
or explaining your firm’s services, policies, etc?
• Do you need help in closing?
• Do you need help in your follow up to create additional
sales and repeat business?
As you go through this selling success goal process it may become
very apparent that you need to invest in your own development, as
a sales professional. That is good! Over the centuries, our top
leaders in selling were people who realized the importance of investing
in their future success, today!
Reward yourself: If you have kids, you may have
learned this lesson."Tasks that are rewarded are the ones
that generally get done." If you really want
to succeed in being better at achieving your goals, make a point
of rewarding yourself when you have reached on milestone on your
path to outstanding performance. It might be as simple as buying
yourself a specialty coffee at your closest coffee shop, or treating
yourself to a movie or special lunch.
Make this a year in which you amaze yourself and blow your
sales manager's mind.
© 2007 Bob ‘Idea Man’ Hooey www.ideaman.net
All rights reserved. Used with permission of the author.
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Bob ‘Idea Man’ Hooey is a productivity
strategist and creativity catalyst who regularly writes for North
American Consumer and Trade Journals, on-line magazines and company
intranets. He is the author of 10 books including 2 on selling;
and the 48th person in the history of Toastmasters International
to earn their coveted professional level Accredited Speaker designation.
He is a professional member of the Canadian Association of Professional
Speakers and the International Federation for Professional Speakers.
Visit his website for additional articles like this one: www.ideaman.net