Why Generic Sales Targets Don’t Work
Sales people are all very different people
Some love cold calling, some hate it! Some are social media experts, others avoid being online as much as possible. There are those that will patiently move through all the hoops to win a big contract. And those who prefer to go for lots of quick wins.
So why do we give sales people generic targets?
Sales is not a one size fits all activity. One person’s way of winning business may not work for their colleague. Yet so many managers assign a set of standard targets for a team, especially when it comes to setting sales activities.
Here’s a better approach to target sales people
Give each person an individual revenue target. Then ask the sales person how they will achieve it. Get them to set their own activity plans. Let each person work to their strengths, be it cold calling, social media or meeting people face to face.
How can sales people set and measure their own activity targets successfully?
Check out “How To Succeed At Print Sales” where I share loads of ideas on great ways to win business as well as how to set measurable activity targets so that you know if you are on track for success.
Also download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. It’s free and you can unsubscribe at any time.
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.
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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."
