Are You One of the 40% Pacing Behind Your Goal? |
April 2017 |
encouraging comments about what they’re going to do to reach their annual goal, yet a few said some shocking things that made me want to jump back into the game and take over for their manager. Let’s start with the head-scratchers…
Under the “Huh?” Category “It matters more for me (to hit my goal), but my manager doesn’t press us too much on it…not sure it matters at all for him. Maybe he’s on a different comp plan or something.” Whoa…a manager who doesn’t press reps to make their goal?! I don’t really know what to say about that. (What is he/she doing…in their job…in life…on this earth?) I was heartened to hear the rep cares about hitting her goal regardless of manager apathy (er, irresponsibility). “Without hitting my goal I’m still gonna make good cash this year the way my comp plan is built.” Yeah fine, but hitting a goal is a binary milestone of achievement that should be viewed separately from making cash. Further, that company’s comp plan needs tweaking because nobody should be rewarded for “coming close”, or even missing a sales goal. “I’m probably going to leave this company at the end of the year anyway, so I don’t think much about it (if I don’t hit my goal).” In school, we had grades. As sales persons, the same is called “goal achievement”. Both follow you around in life everywhere you go. This is why hiring sales managers should always ask an applicant: “what’s your percentage hit rate for goal achievement in your sales career?” In addition, there’s this thing called pride that should be the ultimate driver in our careers. Focus on your performance, not results. Identify what the best activities and behaviors need to be, focus on what works, have faith, and rewards will come. Under the “This is more like it” Category
“I’m not panicking ‘cuz I have a very strong pipeline, yet I’m certainly not going to think everything will close so I’m doubling down on my efforts.” Love the attitude. Prospecting activity x good selling skills = pipeline development x closing skills = sales. Yes, increase the pressure, but don’t confuse activity for productivity. “I have a plan…and I love the saying, ‘plan the work, work the plan’”. Again, the right attitude is everything. Without a plan, then all that’s left is hope, and we all know hope ain’t a strategy. Developing a plan that is based on information and strategy is a great way to travel the comeback road. Knowing how to create an effective plan is another story for another day; don’t be swayed thinking all plans are good plans. “I’m managing my performance, not my results.” Okay, to be honest, this is a comment that has flowed generously from one of the world’s best salespersons, my sister Lori, currently a Sales Director at Bazaarvoice. It’s similar to having a plan (previously covered), yet as the aphorism recommends, managing the things you can control like activities, behaviors and actions will most often yield good results. The key is to identify what the best activities and behaviors need to be. Focus on the things you know work, have faith, and you will be rewarded. I personally get a boost when I talk to the fine people in my life who contributed these comments. No matter what they say, I always learn something that is motivating. So I thank them for reminding me of the things I can control, which is mostly my attitude, approach, and effort. Hope this helped you as well., Michael |
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