When I was in my 20s I worried about all sorts of things:
Why is my debt getting bigger?
Will I ever own my own house?
Do I hate children?
Will there be hot men at the festival?
Is it acceptable to sneak booze into a bar?
Am I turning into an alcoholic?
As I reached my 30s my worries changed, but they were still there:
Why is my forehead getting bigger?
Will I ever pay this mortgage off?
Are my ovaries actually ticking?
Will there be hot showers at the festival?
Is it acceptable to nap in the toilets of a bar?
Am I turning into my parents?
Although very different, the one thing that bound all these thoughts together was uncertainty.
Will I. Wont I?
Can I. Can't I?
Should I. Shouldn’t I?
Uncertainty underpins every worry we have in life.
If you are certain you will get the outcome you want, life is worry and stress free.
If you are uncertain then life is entirely the opposite.
And in sales, uncertainty is a big hindrance to high performance.
If you are uncertain you will achieve your sales goal, you experience low confidence, low motivation and low achievement.
Not the best cocktail for a Top Performing mindset.
In this blog, we look at how to 'pimp-up' and break down your sales goal into manageable, bitesize chunks so you can gain certainty and control of your results.
Gain certainty and control of your sales goal
If you feel like booking a therapy session every time you get a new sales goal then this blog is for you.
As huge sales goals loom over us we often panic and run out into the world with no structure, no strategy and no success.
We hammer the phones, stalk prospects and discount like a Sports Direct sale.
We run around after low-value opportunities who give us little return for time spent.
We procrastinate by working hard on anything but selling so we can say ‘but look how hard I tried’.
The problem is, many salespeople don’t know what they are trying to achieve on a day-to-day basis.
Only when you understand what you are trying to achieve can you develop a strategy to make it happen.
Below, I share with you 3 steps you can do today that will transform your sales goal from fear to fruition.
STEP 1: Download and print this handy one-pager
(If you don’t have a printer to hand, scribble it in your journal.
If you don't have a journal, buy an awesome one here)
Step 2: Pimp-up and break down your goal
Using the worksheet above, follow these explanations, fill in the blank spaces and get pimping!
MY GIVEN GOAL
Write down the monetary sales goal you have to achieve in order to remain employed. E.g. £30,000 new business
MY PIMPED-UP GOAL
Write the monetary goal you want to hit (over and above your given goal). Where eagles fly, awards shimmer and promotions beckon. We will call this your Top Performer Goal. E.g. £35,000
Write the amount of revenue you have already brought in that will count towards you achieving your goal. E.g. £4,000 in new biz sales this quarter.
Write the amount of revenue (your revenue gap) you have yet to generate during this period to hit your Top Performer Goal (to work this out, just take your goal and minus current attainment.) E.g. £31,000
Write the date you have to achieve your goal by. Normally the end of the month, quarter or year. E.g. April 1st.
Write the number of weeks left on the countdown clock until your deadline. E.g. 11 weeks
Write the amount of revenue you have to bring in every week in order to achieve your goal. (To work this out, just take your revenue gap and divide by the number of weeks left.) E.g. £2818 / week
MY 4-WEEK GOAL
Work out how much you have to bring in every month (4-weeks) by 'timesing' your weekly goal by 4. E.g. £11,272/month
STEP 3: FOCUS ON CLOSING YOUR WEEKLY GOAL
Once you know your weekly goal, aim to close this amount of revenue every week. Focus on how you can prospect and close bigger opportunities to get you to this goal faster.
Although you don’t want certainty in everything you do (the spontaneous vs. organised fun debate continues), having certainty over whether you will hit your sales goal is a biggie if you want to think and act like a Top Performer.
Knowing you are on track for success is the best boost for your confidence, which in turn boosts your sales results.
And if you are not on track for success... the earlier you find out, the sooner you can make the right changes to do something about it.
How can I coach my team to break down their goal?
Got a sales team? Want some ready made training material to use in your next team meeting?
2. Print off the ready made worksheets to use in your next team meeting
3. Follow the examples and coach your team to create their big picture sales plan
Like this blog? You'll love The Top Performer Journal
Download Chapter 1 of the Top Performer Journal for free and you will:
- Gain control over your sales goal
- Motivate yourself with our sales success chart
- Win the day by mastering your morning routine
Or order your very own Top Performer Journal today.
Blog written by Jen Wagstaff, CreativeMind Sales Training
"What if it's not my forehead... but the rest of my face getting smaller?"