It’s May. You know what that means? While we all set goals in January with record-breaking quotas, the year is half over. If your team is struggling to meet half their quota thus far and the future is looking dismal, fear not! We have some strong encouragement to help you make it through 2016!
Develop a Sales Strategy To Reach Your Quota
With so many accounts to handle, we know you’re constantly responding to what clients are saying. Although it is very important to respond to clients, the back-and-forth communication can become reactive rather than being strategic. On a broader scale, do you have a sales strategy for the deals that you shouldn’t be losing? Depending on the deal you’re trying to pull in, different methods of showing the client that your product will be good for them can make a huge difference. Some strategies that are useful can be sending a survey to a group within the company, showing a comparison on how a similar company has responded to your product, or even providing the decision-maker of the company with a comprehensive analysis of their concerns. The key to choosing the right strategy is to analyze the business problem at hand, and to provide the decision-maker of the company with the information that will convince them that your product will solve the issue that they have. Another important aspect is being one step ahead of the reactive emails. Rather than displaying a product and providing information on what it does, solve the business problem for the client with your product.
Set Short Term and Long Term Goals To Meet That Quota!
Remember that agenda you wrote in for a week? It’s time to resurrect it from the trunk of your car and actually use it! If you prefer a technological approach, use Google Calendar. Setting up your days can help you realize what you are wasting time on.
When you make a cost-benefit analysis of your time, do you find that you are spending a lot of time in a particular category where you are not getting much of a result? Taking a step back will help you reevaluate your time based on the priorities you have.
Make daily, weekly and monthly goals. By making goals, you’ll allow yourself less time to slack off (like on Fridays) and more focus on the next step to achieving (or even exceeding) that crazy quota!
Observe Others Always
Do not reinvent the wheel. Is Joe rocking it in the territory next to you? Humble yourself and call Joe. Figure out what you’re doing wrong and how you can optimize your actions for the best result. By strategizing with other people in different territories that have the same goals as you, you have more brain power to use towards stubborn decision makers. Don’t be afraid to talk to other field sales reps and engage in a conversation on what works for them. Everyone works differently, so it is likely that you’ll both be able to offer each other critical feedback that will make a difference.
If you are feeling particularly tenacious, ask your colleagues for insight on what you can be improving on. While you may feel vulnerable for 5 minutes, the feedback you receive could alter your outlook on sales and give you a new perspective in your career.
