Ok, so now that I have your attention, let’s explore the thinking behind that statement…
I have been coaching sales people and sales leaders all over the world for over 15 years. I have seen a lot of people hit their goals and, unfortunately, I have seen a lot more miss them. I read somewhere recently that only about 35 percent of all sales people actually attain target. Wow! 65 percent of sales people do not hit their goals. Just imagine the potential out there.
Here is my take on what’s happening to the 65 percent who miss their numbers. They aren’t hitting their goals because they are too focused on their goals. I know that sounds a bit nutty, so let me explain.
I can tell you one thing for certain— the 35 percent of sales people who hit their targets are not focused on their goal. They are laser-focused on their plan. Before their year begins, they create a plan to achieve target and they execute on that plan annually, quarterly, monthly, weekly and (of course) daily.
Winners plan. It is really that simple. Ask any top sales person how they plan to make their number and they will lay out their strategy with complete confidence. Ask those who don’t hit their numbers what the plan is and they will make excuses as to why they don’t have one. These sales people have been so focused on the endgame that they haven’t thought through or put into place a cohesive, competent strategy that will greatly increase their chances of reaching their goals.
I was taught a long time ago to set a goal, create a plan of execution and then stop focusing on the goal entirely. Focusing on the plan will result in the achievement of the goal. This is where most sales people and sales leaders fall short.
As you end this year and plan for next year, make sure to map out a strategy that, when executed well, will get you to your goal in 2017. Share your goal with a peer whom you trust and ask him to poke holes in your thinking. Finally, share it with a sales leader and ask if the plan (not the goal) makes sense.
Happy selling in 2017! Let’s crush that 35 percent together. Reach out if you have questions or thoughts you would like to share to help more sales people attain goal in 2017.
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