Real Life Selling Rotating Header Image

March, 2010:

2010 Sales goals – Q1 Review

Mar 18th, 2010
by mark.
No comments yet

It should look like that!

You will recall that in late 2009 we looked at how to set sales goals for 2010. Well it may have escaped your notice but it’s getting to the end of Q1, so how are you doing? With a week and a half to go, now is about the right time to start worrying if you’re not there yet. So to help you along the way here are a few short term and then longer term ideas to help you achieve your sales goals.

Tactical

  • Don’t panic. It won’t help and customers, like dogs, can smell fear. If they know you’re desperate and it’s end-of-quarter, expect some “take it or leave it (until Q2)” low-ball offers.
  • If you need to chase someone up to try and get an order placed, now is the time to do it. If you leave it until the last week of the quarter sure as eggs is eggs the one person you need will be on vacation.
  • Take a systematic look at your Q1 numbers, particularly if you are coming up short. What can you sensibly try to pull in from Q2?
  • If it looks like you are going to miss your numbers through something beyond your control (e.g. customer went bust) now is the time to try and negotiate something on your Q1 quota. When the numbers are in it’s too late.

Strategic

  • Now is the time to start setting your goals for Q2, although you may need to fine-tune them based on Q1 achievements. All too many companies wait until the dust has settled on one quarter before setting goals for the next. If you’re not careful those goals aren’t finalised until you’re midway through the quarter.
  • Take the time to review goals for you and your team for the whole of 2010.
    • Are they unrealistic?
    • Has anything critical changed?
    • Are they too easy?
    • Do I need to re-deploy my resources based on Q1 performance and markets?
    • Do I need to re-prioritise my customer list?
    • Should I reset my goals for the rest of the year?
    • Is there anybody in my team struggling? Do they need extra coaching or help?

Good luck with the end-of-quarter, I hope you hit your goals and have healthy bonuses to spend in Q2!

Poacher turned gamekeeper – When someone wants to sell to you

Mar 5th, 2010
by mark.
No comments yet

Oh no! I'm a prospect...

One of the most interesting and entertaining experiences for sales people is when someone tries to sell to them. Common opinion is that sales people are easy to sell to because the sympathise with person selling to them. I’m not really sure whether this is the case, personally I quite like to torture the person selling to me.

I can recall when I was in my early twenties, single and living in a flat/apartment. The kitchen was pretty horrible so I phoned a supplier and asked for someone to come round to give me a quotation for a new one. An appointment was made and a few days later a super-keen young man arrived on the doorstep.

On entering the flat the first thing he did was compliment me on my “lovely home”. This was very nice of him, but remember this was a bachelor flat complete with empty take-away cartons, festering rugby kit, probably a good selection of empty beer cans scattered around… you get the picture. I told him that we must have been on the same sales training course because I’d heard the (naff) tip about starting the meeting with a compliment. That was his credibility shot from minute one.

He then launched into a presentation with the aid of a flip chart (this was in ancient pre-Powerpoint days). I don’t think he really asked me anything about what I wanted, why I wanted it or how serious I was. What I wanted was what I asked for, a quotation. I had no idea whether a kitchen cost £5 or £50,000 and wanted to find out.

After his presentation he finally got round to giving me a price. I thanked him for his time and pointed him in the direction of the door. He then said that as a one-off token of good will, valid only for today, he would give me a 30% discount. This didn’t raise his credibility in my eyes… he had just tried to rip me off to the tune of several thousand pounds. I thanked him again (less vigourously) and once again indicated where the door was. He then told me as I edged him out that he’d taken a liking to me and while putting his materials back in the car would ring his boss to see what might be done.

I didn’t know whether to laugh or cry as he went through the pantomime routine of “ringing his boss”. He shortly returned to tell me that he had twisted the arm of his boss and they would be happy to sell me the kitchen half-price, but I would have to sign immediately on the spot. So now I knew that he was going to rip me off to the tune of double the going price only a few minutes earlier. Adios.

Actually I don’t like to torture people selling to me. Like all customers, if I think the sales person has my interests at heart, is credible, honest and respects my time I’m more than happy to talk to them. If I think they are manipulative, untrustworthy and not really interested in my needs they get the bum’s rush. Twas ever thus.