In sales; as with everything in life; you perform better when you have a plan. As the late great Stephen Covey said ‘Start with the end in mind’ or my version … ‘If you don’t know where you’re going, any road will take you there.’
Every super sales person sets and strives to exceed the big hearty targets that they hold for themselves. These high targets can only be met if you are able to break them down into manageable steps that are part of a plan to get you there. The very act of setting goals helps to set your intention and puts you on the right track.
Need help? Try this sales target setting spreadsheet I have developed to help you break down the numbers.
How many phone calls / new meetings / proposals will you have to complete to achieve that?
What activities do you need to do every week to achieve your goal?
As one of my very first managers said to me … ‘Don’t expect what you don’t inspect’. So whatever you decide to do, make sure you set up a way or recording, tracking and reporting on it. You will do the things that you measure, so this step is vital.
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