Why Annual Sales Targets Are a Waste of Time
Here are five reasons why annual sales targets don’t work
- They are often fictional: they are based on what people want to happen and they don’t take into account the current state of sales
- They seem unattainable: when you look at a big year-end figure it can seem impossible to achieve. It’s hard to know where to begin
- It’s hard to put them into practice: the number is often too big to create a realistic sales plan around it
- They are based on optimism and hope: no one thinks of the bad news that can happen along the way
- They are based on lag targets: you will only know whether you will fail or succeed in reaching your target when it’s too late
So what’s the alternative?
Most people win much more business when they use 12-week sales projects. They are a great way to focus on winning new work. Best of all, they only take a few hours each week so you can get on with the rest of your job at the same time.
I’ll tell you more on in my next article
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, if you want to find out more about 12-week sales projects, check out my recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."