Sales Goal Setting

Happy New Year! So with a little inspiration from the sound of the surf here at the beach, I decided it's time for that annual goal setting. There's just nothing I love more than having a 365 day blank calendar ready for me to outline the goals for the year. So you know the secrets of goal setting: every goal must be measurable, quantifiable and certainly a stretch, but every goal must be achievable. Now for so many that blank calendar is intimidating. To make the process easier, I break it down.

Feng shui tells us the magic number is three. So my first goal is to think in terms of 3's. The first question I ask myself is what are the 3 main accomplishments I want to have this year? Now if I'm feeling particularly ambitious, I may break those out into two categories: business and personal. So in truth, I'm making 6 goals for the year; 3 for my business life and 3 for my personal life.

The next step is to break those goals down by quarter. What are 3 things in first quarter I can do to help me achieve my goals for the year? For example, if one of my goals is to increase my client base with 4 new clients for the year, I know I need to work to secure one in first quarter. To secure one new client, I know I have to pitch at least 5 prospects. To get 5 pitches, I may need to make 25 calls. Sound tough? No! That's just 6 calls per month with at least one pitch per month. That's just over a phonecall a week! Breaking it down quarterly, then monthly, then weekly and finally daily, makes any annual goal easier to achieve!

Goal setting is just a critical part of the sales process. Every client I work with says their goal is to make more money this year. But when I ask them how, I get the blank stare. Selling without goals is like taking off on a trip with a definite destination but no roadmap. If you're content to wander aimlessly (and believe me, sometimes that's the vacation for me,) leave without a map. But if you want to make 2010 the year you truly accomplish your goals, take the time to write them out. Take the time to break them down by quarter, month, week and day. Commit them to writing; it makes them real. Send them to me and I'll help you stay on track. Goal setting at the beginning of the year can truly make for a happy new year!

Sales solution

Sales people give so much lip service to being solution minded. They can recount all the verbiage. Me? I love seeing it in action! Yesterday, I had an appointment to meet a sales person at Panera Bread in the late afternoon. It's warm, it's sunny....I want something cold to drink. A young lady asked if she could help and I quickly said, "how about a decaf iced tea?" Sorry, iced tea here has caffeine. Yikes! I can't drink caffeine this late! I turned away and thought I'd just get a glass of water....lost sale for Panera! But, no! Manager Erick turned to me and said "I've got an idea. Let's brew a decaf hot tea and I'll give you a cup for ice and you've got what you want and it will be freshly brewed." Can you imagine? He didn't try selling me on a bottle of water or a soft drink, he listened to what I wanted and then found a solution using his product and with an additional benefit. Now that $2 sale didn't make or break Panera yesterday, but for me it was a tremendous testament to the power of solution selling. Think about your day today. Are you helping your clients to find solutions?

Sales motivation

What is the source for motivation? This is a question that stumped me as a young sales manager. The first hire I ever made was a recent college graduate, had an extremely well known name in our market, was so bright and engaging. I was sure I had hit a home run. As days turned into weeks, weeks into months, it was clear he wasn't going to make it. I simply couldn't understand why. He never had any trouble getting into see a client. His clients enjoyed him, they just never bought anything from him. He couldn't make the "ask". Now we could turn this into a tip into how to close a sale (maybe in my next post!), but this was clearly a tale of someone who had all the talent but didn't want success. He had all the tools, all the resources and he had ME! I wanted so badly for him to succeed. The problem is he didn't really care about succeeding. With my first failure told, I can now tell of countless successes of sales people I've worked with who maybe weren't the brightest, didn't have the sharpest skills, but would literally walk through walls to help solve a client's problem. Where does that inner burning desire to win come from? My first sales manager told me most top performers had overcome some great tragedy in their lives that pushed them to succeed. I don't buy that. So one-percenters out there; clear up this mystery. Where does your inner drive and motivation to succeed come from?

Sales tips:play the numbers game

I had the privilege last night of hearing Jeffrey Ma speak. He's the MIT grad who wrote the book "Bringing Down the House" which was turned into the movie "21." It's the tale of how the MIT team used statistics to win millions from casinos around the country. Don't quit your day job; the gig lasted several years but the casinos are advanced in catching card counters! Ma's message is that numbers can be used in your daily business life to win. As a one-percenter, you should know this. But just in case, let's review.
Say you want to earn $96,000 in 2010. That's $8000 per month or $2000 per week; $400 per day. Calculate your average order size. Say it's $5000 and you earn 10% commission. How many orders do you need to sell to meet your desired income? I hate math...but I like making money! You need to sell 4 orders a week. I know you're a one-percenter, but check your closing ratio. Let's hope it's at least 20%. So how many pitches do you have to make to achieve 4 wins? Simple: 20 actual proposals will get you there, or 5 per day. Can't be done? Now you're playing the numbers. What can you do? The answer: you need to either increase your order size or increase your closing ratio.
The bottom-line is ignoring the numbers won't get you there. Or just saying you want to make more money won't help you to achieve your goals. You have to figure out the data to translate into your success. Need help? Email me!

Body Language-One percenters get it!

Do you realize 53% of your communicated message comes through non-verbally? Forty percent comes through your tone of voice. Only 7 % of your selling message comes through the actual words you say. So many people focus on their "pitch" they forget to analyze their client's body language first. Is it open? Are they open to receiving your message? You'll never sell them if their arms are closed off to your message. You'll never sell them if they protect themselves behind a big desk and aren't receptive to "partnering" with your product. Do you have non-verbal tics that betray you?...Tics that say, "I don't relieve believe in what I'm selling you?" For us ladies, it may be playing with our hair. It may be clicking your pen. It may just be rocking in your chair or kicking your foot. May sure your non-verbal message communicates your confidence in your product. Remember your mom telling you to "sit up straight?" She was right! Sitting up straight, forward in your chair says "I'm confident and I'm eager to help you." Competitive Resources can deliver a one and a half hour session that will make sure ALL your staff is communicating the message you want about your product and your company!

Sales Basic:WIFM

Let's break down the qualities we discussed in last week's post. Truly great sales people, one-percenters, understand being client focused. What does that mean? It means you have to visualize every single person you meet has a giant tattoo across their foreheads. Tattoo? Yes, you read correctly. All of you have the letters "WIFM" tattoed across your forehead. As a one-percenter, I have to make sure everything a share with you about my product is focused on what it means to you. WIFM:What's in it for me? That is simply all any client cares about. You can waste a client's time by describing all the features of your product. What are the benefits for THAT client? Let me give you an example. I was anxious to buy a new car a few years ago. I visited my local BMW dealer. My requirements for a car are simple: it must be safe, go fast and look pretty. (Not necessarily in that order!) I was so upfront and clear with the salesman about these needs. He insisted on opening the hood of the care and sharing with me all the details of the German engineered engine. I could care less! Did the car go fast? I have no idea if all that engineering helped. I quickly left! He just never understood the simple premise of keeping the focus on my WIFM as a car buyer. You may care about German engineering; his pitch might have been perfect for you. Not me!At every point in the sales process, you must keep focused on the WIFM of the client! Happy Sales to You!

Key ingredients to a sales one percenter

Thanks so much to all of you who took the time to read my first blog posting. Most of the comments where what you might expect. I do have to share one that took my totally by surprise. My friend, Mansour Zarinkia, a true one-percenter, asked me why I coined the term. I responded with my research and he laughed...He asked if I knew about the Hell's Angels one percenters. I've always wanted to ride, but honestly, Hollywood's presentations have been my total reference point. It seems Hell's Angels designates the most "bad-assed" of their group, one percenters. That fits, don't you think? Now I know HA has a terrible rep, but I do like think the top of the top in the sales profession as those who are the most "bad assed." Given that, here's a partial list of what makes a sales one-percenter:
-Client focused: understands a client's WIFM.
-Knowledgeable: They know more than anyone about their product and their competition's. They work hard to know and understand their client's product.
-Solution oriented: True one-percenters aren't looking to SELL a product. They're looking to solve a client's needs or problems.
-Skill set: They understand sales is a process and they look to follow that process.
-Prepared: A one-percenter understands "the will to win is worth nothing without the will to prepare."
-Understands personality quadrants: We all process differently and a true one-percenter addresses their clients with a customized presentation that not only addresses their needs, but in the language they understand.
-Ethical: I am admittedly black and white on this issue. A true one-percenter is always looking at the long-term relationship and not the short term gain.
-Attitude: People want to do business with one-percenters. Their attitude can make the difference.
-Asks: True one-percenters understand, "if you don't ask, you don't get." They've followed the process but never forget to ask for the business!
Are you a one-percenter?

Dare to Be a One Percenter!

I've been lucky enough in my 30 year career to view sales from every angle: the rookie of rookies, the top performer, the sales manager, the sales trainer, the sales teacher. My perspective has captured very unscientific research on the sales animal. These are my statistics on sales people on the streets today.

Fourteen percent should seek other careers. For a variety of reasons, they just don't get it. They may be too lazy to put the blood, sweat and tears into it. They may not understand that sales is more than just being a "people person." Eighty-five percent of all sellers are mediocre at best. They do whatever takes to not get fired. They make their budgets some months, miss a few here and there. For them, sales is a job, not a passion. They're always looking for greener pastures. They never find it!

At last, there are the "one-percenters." These are the salespeople who will do whatever it takes to solve a client's problems. They focus completely on the client and offer solutions. These sellers are the best of the best. I dare you to become a one-percenter! Do you have what it takes to be in the top one percent? Only you have the answer. My goal is to guide you, coach you and give you the skill set that will get you there. YOU have to want it!