Following these three sales tips will help you manage your daily activities so trying to make quota won’t seem so overwhelming.
Trying to make quota can be extremely stressful. As the weeks go by, and the month draws to a close, your sales quota can start to look like an insurmountable obstacle. Once that happens, it can be very difficult to remain optimistic and motivated. Motivation and optimism are two of the keys to success when trying to make quota. Following these three sales tips will help you manage your daily activities so trying to make quota won’t seem so overwhelming.
Divide your overall sales quota by the number of days you have to make quota. The number you get is the minimum that you need to achieve every day. Set a daily goal that is somewhat higher than the minimum, and stick to it. Work to achieve your goal every day, regardless of what else is going on. Many people tend to drag their feet during the first few weeks, then rush to make quota at the end of the month. Doing that is a sure-fire way to becoming overwhelmed and stressed out. By achieving slightly more than the minimum each day, the amount you have to accomplish will actually get smaller toward the end of the month. Typically, you should expect to make quota a few days early every month, giving you some much-needed time to relax and regroup for the next month’s quota.
Use every tool available to you to identify ideal prospects and leads. If you’re simply cold-calling, then it’s much harder to make quota. There are so many ways to collect information on prospects that you should almost never have to make a pure cold call. Use social networking sites, CRM data, and web searches to get a better understanding of the people and businesses you’ll be calling. It’s amazing how just a few tidbits of information can transform you from an anonymous salesperson into a caring product representative. Nobody really likes to get sales calls, but, if you can show that you’re truly interested in the person you’re talking to, you’re much more likely to get a positive response. Information allows you to connect with your prospects, and that connection is the key to making sales.
Keeping yourself motivated day in and day out can be a challenge. However, it’s a challenge you have to meet if you’re going to make quota. Visual cues are a great way to keep up your motivation. Use a whiteboard in your office to track your progress on daily, weekly, and monthly goals. At a glance, you’ll be able to see where you stand, and how hard you have to push to make quota. There are also a lot of goal-tracker applications available for computers and mobile devices. As you get closer to your goal, those apps will reward you with constant feedback on the progress you’re making. Don’t be afraid to try multiple methods to keep yourself motivated every day. If you don’t stay motivated, it won’t take long for your goals to get out of reach.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.