The Pressure – 2017 Edition

sales goals

It’s the start of a new year! Doesn’t it feel great to turn over a new leaf? Start over with a clean slate? Have your Sales Goals and be working toward them?

The week before New Year’s, your feet barely touch the ground as you float around in your holiday-induced haze resolving to do ALL THE THINGS. Then January 2nd rolls around and you collapse under the pressure of all your lofty goals.

Whether you are managing a sales team, pitching your own clients, or carrying a bag with a quota to meet, sales comes with its own special set of pressures. You don’t have to buckle under those pressures! The more pressure you put on yourself, the higher the expectations, the less likely you are to meet your sales goals, if you don’t manage your plan!

You have the power to give yourself the room you need to keep your sanity and grow your sales in 2017. So, the next time you feel like you want to kick a tire or fall down into a puddle, remind yourself of a few things.

1. You are the house.

In Vegas, when you’re playing blackjack at the Bellagio, the cards are literally stacked against you. This is because the house makes the rules in their favor. If you continue to play, the dealer will eventually win. It’s inevitable.

In your business, you are the house. Stack the deck. It’s all about creating the sales process that will get you to your sales goals. Work your sales process right and you will always come out on top.

If you aren’t there yet, chances are you are focusing too much on the wrong details. Fore example, whoever you perceive to be your top prospects—those “hot” leads. But this would be like the Bellagio focusing on high rollers only.

What works? Casting a wide net and consistently working with people at every level of your sales pipeline. Whenever you talk to anyone (and I mean ANYONE), be on the lookout for buying cues and keep in mind that a “yes” is always just one conversation away.

2. You can change your perspective—literally.

Imagine yourself sitting at your desk with your call list in one hand and a mug of your liquid courage of choice in the other. You hit the phones. But then, you hit brick wall after brick wall—voicemail, unyielding gatekeepers, “I love you, but not now’s.”

What happens next? Do your judge yourself? Give up? Make excuses?

Recently, I was going to meet with a new potential client, who I had met at a networking event and with whom I’d shared a few giggles. When I called to verify our meeting, she was in the hospital. I could have simply given up. Instead I remembered I have choices, I said, “You didn’t need to put yourself in the hospital to avoid meeting with me.” Our relationship went on from there.

The point here is that life happens and you have to let it. So, the next time you feel frustrated, try changing your perspective. Get up. Go out for a walk. Push that reset button. Then come back to the phone with a smile on your face.

3. You do not live or die by your sales goals.

At the end of the day when you hang up that phone for the last time, remember you and your business is more than just one sale. Take a step back and realize that every day is a new day and a new chance to win the business.

Yes, you NEED to make those sales. But this is the best thing ever! You have something to offer and a list of people to invite to join you. You are not solider in Afghanistan looking for IED’s. If you are not perfect at your job, you will not blow up. You will live to make a sale another day.

Finally, don’t forget your wins. Every time you connect with someone, it’s a win. The person who didn’t buy this time is primed for the next conversation. Did it fit into that line on your neat and tidy Excel spreadsheet with you quarterly sales goals? No. But it’s still a win.

I get it! It’s hard to remember these things when your back is up against the wall. So if all else fails, call me. I’ll remind you that the fastest way to reach your sales goals is to relax and let your sales process work. Don’t have a sales process? I’ll help you get your Sales UpRising.