Mastering Your Revenue Objectives – It’s Hard to Hit a Moving Target
What About Bob?
We all know someone who goes through life with a rainbow overhead. He just does what feels right and makes his quota every month. Somehow, we all wish we could be like him. It would be such bliss, wouldn’t it? Just go out there and sell your butt off and live the life; carefree and bonus-bound. Park that in the category of dreams, because in reality, most of us could use at least some help staying on task in order to make our number. Think about this:
About half of all sales representatives miss their yearly quotas.
So… How can we get in front of the curve?
Wouldn’t it be awesome every sales professional could be a rockstar? Trust us when we say it doesn’t always happen by chance. In order to make quotas consistently, a solid plan needs to come into play. Once a plan has been established, measure and track execution of the plan. Track progress towards goals and make changes as needed. Sales will ultimately gain confidence in their work when they can effectively manage their time and resources.
Sometimes we are so focused on the design (our relationship with our customer, their needs, their timing, their sense of value) that we hate to leave the “important stuff” to go and figure out what we actually need to be doing next. When we get in “the zone” we get so focused on resonating with our customers that when we are finished talking with them, it’s hard to switch gears and start thinking about what comes next. Where am I now, where do I need to go next, what do I need to do now?? How can companies automate this process so sales representatives know exactly what to do next?
