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SALES TARGETS
Keep Realistic
With all sales jobs or working for yourself comes targets.
With all targets it is important to keep them realistic especially if you have a say in setting them.
Its easy to get carried away with what you would like to achieve and what is achievable.
Make them testing enough so you know that you have earnt that extra commission but, don't go over the top as this will cause negativity.
Pressure - What Pressure?
The only pressure what you feel is what you put yourself under.
Remember pressure is negative and can cause all sorts of talented individuals to make silly mistakes and do things that they would not have dreamed of.
With careful planning and strategic targetting you should not feel too much pressure when performing your job or role.
Planning
Always plan your strategy every month, week and day.
Plan what you are going to acheive and by when.
Plan who you are going to target to achieve your goals, then plan how you can get in front of them and what marketing techniques are needed to do this.
Planning your sales strategy is fundamental to success.
Example
To make your sales target you have worked out you need 10 sales a week.
That means that you have to cold call on the telephone 50 people.
Out of those 50 people you know that 25 would not be interested; that leaves only 25 prospects to work from.
Out of them 25 you send them a brochure or sales letter and history tells you that only half are interested.
That means you need to invest more time and effort in the last 12 more than anything; this will hit your targets.
Start with targeting making those calls and don't stop until you have achieved this.
Break Everything Down to it's lowest Form.
This tip is normally reserved for my sales courses.
Breaking everything down is what all top 4% of all the top earners in sales do.
Learn to break everything down.
After getting your new sales targets for the month there is nothing worse than finding out that because you have hit your targets that your new targets have gone up.
Look at it like the top earners do.
Example
say your target is £5000 worth of business a month.
you could panic and give up thinking its a massive target.
the alternative is to break it down to the lowest form:
£5000 broken down to 4 weekly is £1250 per week.
£1250 broken down to daily is £250 per day.
you could even break it down to hourly if you wish.
so from putting yourself under pressure when you keep thinking of the 5K just keep thinking of your £250 a day.
always ask yourself what you need to do to achieve your targets everyday.
where is your time best served and make sure that you can hit your daily targets.
Wishing you all the success in the world Stephen Doyle
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