Good Monday morning everyone. What is your sales goal for this month? It’s not surprising that top-performing sales professional always have an answer to this question.What’s surprising is that their answer is linked to something they do every single day. Intrigued? In this post, I want to provide the framework for setting sales goals that will help you achieve big results by making a small shift to your daily routine.
First, How to Find Your Upper Limit
To reach your full potential, you have to push yourself far beyond what you ever thought was possible.
How you ask? Imagine that the finish line has been removed from a race. How much farther can you go when there’s no line on the ground telling you to stop? Now, think back to the initial question: what is your sales goal this month? Whatever it is, start thinking about it as the bare minimum of what you can achieve instead of the upper limit.
Figuring out what your upper limit actually is takes some testing.
Here’s the framework to get started:
1.Commit to daily action that exploits that strength. If your strength is cold calling and you enjoy doing it, commit to making 30 cold calls a day instead of the 20-25 that you typically do. Here are some other examples of daily actions you can adopt depending on your strengths:
2.Pick one single strength.
3.Make a list of things you’re really good at and actually enjoy doing as part of the sales process. It could be cold calling, giving a presentation or demo, building solid relationships or even writing emails or text messages to your merchants or prospects.
- Send a follow-up email to each prospect you meet with or speak to over the phone, no matter the prospect’s perceived interest. You never know who might refer your services, or contact you later.
- Connect with everyone you meet in person or over the phone on LinkedIn or other social media networking site and send a quick message.
- Send one lead to a referral partner.
- Ask each of the merchants you visit if they know of any other business owners who need help with payments processing
- Set up one networking call or meeting.
4. Record and measure your results. Whether you choose to use a Word document, your calendar, or even a sticky note on your car’s dashboard, keep track of the daily actions you’re taking. Reflect on your overall performance after two weeks, then after 30 days.
Has your new daily actions paid off?
Setting sales goals for yourself
After you’ve measured how exploiting your strengths in your daily routine have paid off, you should be able to forecast their impact on next month’s sales. Continuing with the example of increasing cold calls from 25 to 30 a day. Say that after a month, you exceeded your original sales goal by 5 merchant applications. It would be safe to expect the same increase next month if you take the same approach. Add that to your typical monthly sales target and there you’ve set a new sales goal for yourself.
The good thing about this framework is that once you’ve successfully added one habit to your daily routine, it’s easy to add more using the same steps. It’s amazing how much more you can accomplish by making a small change to your daily routine.
maybe we should make this a challenge for June?
To increase our sales by 3,5,7 more deals in June?
Let me know your thoughts, I’ll see if I can get some incentives to add to our challenge as well. who’s with me?
What habit has given you the biggest results for your sales career?
For more information about joining Graphite Payments, closing more deals and growing your portfolio please feel free to contact me at
David@GraphitePayments.com or 888-228-1011 ext 935 to discuss partnering with Graphite Payments.
Happy Selling,
David
“You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset”
Tom Hopkins
Payment Lynx Daily 