Each New Year we set resolutions or goals for the upcoming year. As an ad sales training coach it was interesting to learn that experts tell us that 90% of people set goals on January 1st, yet less than 10% achieve those goals. So, after training over 3,000 ad sales people, and selling actively everyday, (and not just myself by the way) I have identified 6 things you must do if you want to actually achieve your sales goals for the New Year.
Idea #1: Set goals that are realistic. All to often the goal is just too large to accomplish in the period of time that you have allocated. This seems so simple, yet it is the number one offense of New Year goal setting. As an ad sales training coach, I very often cut my clients goals by as much as 35-50%. Trust me… be realistic. Push. Stretch. Grow. But, be realistic if you want to succeed this year.
Idea #2: Set focus points. After you make a list of your goals you need to set a path to achieve the goals. These are the things that you will need to do in order to reach the goal. For example… I want to grow my sales revenue by 75%. Ok, great. What is that number? Say it is $100k. What are the three things you will need to do to accomplish that? Perhaps, clean up your CRM? Maybe get to work at 7am every day? Perhaps you will need to get some sales training? Without focus points, goals are dreams at best. Get specific.
Idea #3: Eliminate random patterns in your life. Each day should not be a new day in “sales land”. Identify patterns in your life that are random. If they are important to your sales process then turn them into time blocks and commit to them daily. Use your calendar to keep you on track. If they are not important to your sales life, eliminate them. If you do not know if they are important, ask your ad sales coach.
Idea #4: Identify repeatable patterns of success. Last year there were things that went right. Identify those things and repeat them. Identify things that did not go right and do not repeat them. Seems simple right? Then, when do so many sales people repeat things that do not work and hope for a different result? Because from birth you have been taught that if you work really really hard you can achieve anything. This is not true. Sorry. Working hard at the wrong things will get you no-where. Not sure where your off in your sales process? Get some help.
Idea #5: Understand that ad sales is a numbers game. Break down your numbers into bite sized pieces. Rather than stare at a $200,000 media sales goal, break that down. Then create a plan to attack the smaller pieces. Once you have the number broken into manageable pieces, then back your self into your numbers. For example, if your goal is $200k and your product sells for $10k, then you will need to close 20 deals. If you close 50% of the clients that you meet with, then you need to prospect 40 potential clients. As a sales coach, I would advise you to prospect 50. You need a buffer to stay on track.
Idea #6: Get some help. I must warn you that goal setting is easy. Reaching those goals is not only hard… it is near impossible without some help and guidance. Think about this… when do you loose the most weight? By yourself or with a partner? When do you gain the most muscle mass? By yourself or with a trainer? This blog is not about me as a sales coach or sales trainer. This blog is about you. What do you need to be a success? Tiger Woods has a swing coach and he is one of the best golfers in the world. Behind every great team is a great coach.
Ad sales coaching and ad sales training is what I do. I would love to help you be a huge sales success this year. Please reach out to me for a free Personal Sales Assessment. This is a free 20 minute assessment via phone that will reveal the areas where you are weak. There is no obligation or strings attached. I promise no sales pitch.
Happy New Year.
About this blogger:
Ryan Dohrn is an award winning sales coach and ad sales trainer. He is also an international motivational keynote speaker and the author of the best selling sales book, Selling Backwards. Ryan is the President and founder of Brain Swell Media, a boutique sales training and sales coaching firm with a detailed focus on sales training and coaching for media and technology companies.
Ryan R. Dohrn
Brain Swell Media LLC
Follow him on Twitter.com/ryandohrn for daily tips and advice.