Did You Have a Record Sales Month? Get Over It
Congratulations on your record month! That’s fantastic! Woo-Hoo! Let the pigeons loose!
After you've high-fived everyone from your boss to Lou down in Shipping, read these two messages:
- First, get over it. Last month is done and the longer you dwell on your success the more likely a lack of urgency will keep you from moving forward to create your next record month. Salespeople have a bad habit of suffering from "I can't prospect for new business with all of this existing work that needs taking care of" syndrome. Celebrate. Anticipate that commission check. Move your eyes from the rearview mirror to the front windshield.
- Second, sit and answer this question: What did you do right? Certain actions and circumstances came together to create your success. What were they? We are quick to shine a light on what we are doing wrong in an effort to make corrections but doing the opposite requires equal consideration. Can you repeat the steps that brought you success?
Your rollercoaster sales are an indicator that you focus on just one thing at a time. Heavy prospecting turns to intense negotiation and closing, then customer service details, and finally, the realization that you have nothing in the pipeline.
Stay focused on the outcome and you’ll live a bi-polar sales life. Keep your attention on activity and the results will take care of themselves while you lead a more balanced existence.
Oh, and congratulations again. Now please get down from your desk, take off that party hat, and make some calls.
The next Sales Challenge begins 2/1/16. Go to www.TheSalesChallenge.com and use Promo Code "30for30" to try the program out for 30 days and pay just $30.
Let's talk! Now you can book time on my calendar and talk about your Sales Challenges or your salespeople or your company's future or…Just go to http://www.meetme.so/BillFarquharson and grab a timeslot.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.