Typically November is the time of year when sales reps decide if they can make a push to reach their goals (if they are not there yet), or “pack it in” until January 1st.
One year in the mattress business, I was lagging behind as mid-November hit. I was frustrated that the results were not there, and I was not “feeling it” anymore. Shortly after the “pity party”, my boss gave me a wake up call – and said that I could still do this. A trip for two including airfare and hotel to an exotic location was on the line for my wife and I. Giving up was not an option. We were able to qualify for awesome trips if annual goals were achieved.
I fully revised my account strategies. I went to the extremes as part of the plan. I evaluated how to get added business from the highest growth accounts, and the ones that were struggling too. I remember thinking to myself,
“I have to call that guy”?
Yep even the accounts that I did not like, I reached out.
I planned promotions, strategized with other reps, and squeezed every ounce of potential business out of the territory, without over stocking customers unnecessarily. My plan worked to perfection.
On December 30, I remember returning from holidays and going in to my home office for the best “fax of my life”. That was about 10 years ago – faxing was still cool -:)
My boss sent me the monthly goal update early, because I had achieved – I achieved by .5%!!!!!
I was so excited. I performed when the chips were down, when I could have easily “taken the rest of the year off”. Sorry Managers, it does happen.
I won’t end this with some big rah-rah you can do it pep talk!
Instead, just 4 words!
Believe, Plan, Implement, Smile (like crazy when you hit your numbers)!
ps. If you knew that question “So You’re Saying There’s A Chance?” was from the movie “Dumb and Dumber” staring Jim Carrey, you were right!
If you are sales representative, own a business or even write a blog; analyzing your sales figures and other key data is imperative for success.
You don’t have to do it every day, especially if you are not “a number’s person“!
I fell in love with math early on in elementary school, but I would not consider myself to be a “number’s guy”. Some are, some aren’t; and that is ok.
I must admit, I have become a bit of a blogging data addict!
I love to look at my blog stats.
- Unique visitors per day
- Top commenters
- Total views
- A map of the world with all the countries represented by my visitors (my personal favourite)
But I caution you…. don’t become obsessed with the numbers. I have seen it time and time again in the sales profession where reps get caught in to the trap of sitting at their desk most of the day analyzing too many reports.
Don’t get distracted from the key mission which is to SELL and grow your network!
I like to simplify processes in my professional and personal life. Below is an example of how I would spend at least one hour per month analyzing my sales territory numbers:
- Identify where business is up, find out what is working and do more of that!
- Identify where business is flat (no growth), find areas to improve and focus on that
- Identify where business is down, create recovery plans and carry out those strategies ASAP
See – no big deal! This does not have to take hours per week or month staring at paper.
Remember – it is your territory, your business, or even your blog.
If you don’t know what is going on with it, how can you expect to exceed your goals?
As we start a new year, people in the sales profession get to “wipe the slate clean” and start all over again.
Last year’s results are in the rear-view mirror, and it is game on once again!
- Here are five phrases that I focus on each year after “the ball drops” in Times Square
- “What Have You Done For Me Lately? – If you had a great year last year, more will be expected this year! If last year was a struggle, you will need to rebound and get back on track as soon as possible
- Optimism/Positive Outlook – This is the only way to go!
- The first quarter is the key – If you get out of the gate fast, it will set the table for the rest of the year. Don’t you dare drag your feet with the “January blues”; then you will be playing catch up
- Goal Setting – Forget about new year’s resolutions for your territory! Resolutions are made to be broken (just ask the fitness industry!) Right down measurable, achievable goals and track progress throughout the year
- Have fun, keep smiling, and just relax – If you are prepared, eager to learn and stay patient it will all work out!
Have a great day!