I originally posted this blog back in 2011. As 2017 draws closer to closing, I thought it would be an appropriate blog for those of us that care about meeting or exceeding our quotas. I could only hope that what I share can help inspire those that are new to our industry.
I really can't understand why there are sales people that just go through the motions and couldn't care less if they attained quota or was achieved Presidents Club. I mean, where is the desire, determination and dedication to be the best?
Recently at the BTA East event, one of the main pain points for dealer principals is that they could not develop sales people that would stick around for a decent amount of time.
My take is that we are not identifying those that have DESIRE. Desire can't be bought, can't be taught. You've either got it or don't have it.
I have a simple test during the interview for applicants. Send me and email and I'll tell you what that is email@example.com
Copier Sales Reps, Presidents Club & The Grind
The start of a new year has always been a struggle for me, not work wise, but mentally. The end of every year includes closing as much business as you can, along with putting in an additional 20-30 hours in by the end of the month. I always remember that you're only as good as your last month, quarter or year.
I've been fortunate in the last six months, sales have turned around somewhat even though margins are down. I was able to make the Presidents Club trip and the wife and I will be making a trip to Aruba in a few months for a few days of rest, sun, and warmth. (This was my first real President's Club Trip, I had made President Club for may years, however the prize was a Sales Plague and a pat on the back)
Every month we have that sales quota. But, what happens when you're on vacation? Is it really a vacation? What I mean is that, if you've got a week or two weeks vacation do you still have to meet your monthly quota even thought you're not working for 25% or 50% of the month?
If I'm only working three weeks then why do I till have to cram a months worth of business in three weeks? My point, it's really not a vacation (yes, it's time off, but we're always working) to me unless my quota is reduced. I've been preaching this for years and finally got my point across and then the dealership I worked for was sold and I'm back to square one again. I call that conditions, everything changes and you need to change with the times.
Getting ready for a new year needs me to focus on some new goals:
- I don't want to be second, as Ricky Bobbie stated, if you're not first you're last!
- I need to create a deeper pipeline of opportunities
- I need to focus on higher dollar amounts
- Get inspired every day!
- I want to increase by earnings by 20% in 2011
- Remember that if I'm not working hard, then one of my competitors is out working me
Set your goals for the new year, keep them on desk at work, and your desk at home. Remember that you're only as good as your last sale, and you still need to prospect day in and day out, don't count on any one to give you a lead! Do it on your own, keep your clients educated, and meet or exceed their expectations.