Today let’s discuss the danger of setting goals in sales. There are only two goals on which you should focus in sales. Unfortunately, sales people focus on everything BUT these two goals!
(1) Developing a habit of hard work. This should be your number one goal. Some of you right now are literally deciding if you’re going to work in the field today. One of the big differentiators I found for successful independent business or sales people is that they go to work every day without even thinking about it.
(2) The second goal is to make money; get your commission. Do whatever it takes to actually get the deal done and close the sale so you get paid.
Any other goal besides these two is very dangerous. Recently, I talked to a sales rep who was proud and excited that he had spent about an hour on the phone doing cold calls and set up two appointments for himself. There’s nothing wrong with that except he didn’t keep one of the appointments and didn’t get any sales! His goal, I guess, was to set appointments for himself. If you know how to sell and put in the work, you’re going to get the middle of the road goals such as the appointments, statements, and all that you need. If you’re working consistently but not getting contacts, appointments, or statements, then I question your sales ability. Work harder at your training!
Today get out in the field and WORK! My question is how many sales did you make; how much money did you make? Stop hiding behind excuses by saying things like, “I didn’t make any sales this week, but I got some really good contacts.” Did anybody pay you for those contacts?
MAKE A SALE!
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