Dream Big. No, Bigger Than That!

There is a meeting that all sales reps dread.

It’s the one where somewhat delusional sales managers pull out their Ouija Boards and come up with new sales goals for the coming year. A good sales year is typically “rewarded” with a manager thinking that another 10 to 20 precent growth is possible, and the sales rep leaves the meeting with an eye twitch and various muscle spasms.

A great sales year creates the risk of the manager thinking something REALLY crazy—something like doubling your business—is possible.

Twenty percent year-to-year growth is one thing, but what if you were asked to double your sales in 2013?

[Insert laughter here.]

I posed this question to a coaching client recently. She has seen spectacular sales growth amongst her sales team over the last year and the group now routinely sells double what was sold this time last year. Can you imagine?

But wait. Is there more?

Since it costs nothing to dream, I asked her to dream big and tell me how she would increase her sales big time. She started giving me the typical, “We’ll just keep doing what we are doing, but just do more of it” answer. I stopped her and said that I wanted the dream to be ridiculously big and ponder what it would take to double her sales again in 12 months. Can you imagine?

Silence.

More silence.

Testing…Testing…Is this thing on?

What followed was an interesting conversation, albeit one that started slowly. We tackled the question from every angle. Since what she was doing now wasn’t broken, we first decided not to break it and simply add more sales team members. Good answer, but not a great answer. If we are going to double her sales again, it will take a great answer and not just a good one.

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As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
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