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Raise the Sales Bar
Guest articles > Raise the Sales Bar
by: Daniel Milstein
In order to become a successful salesperson, you must continue to set higher production goals and be relentless in your pursuit of them. While it is important to avoid setting unrealistically high goals and then missing them, you also don't want to sell yourself short with easily achievable goals.
Too many salespeople get complacent after reaching a certain production level and are not willing to extend themselves to meet or exceed their goals in future years.
During our first year in business, I remember asking Brink Cawley, 'Do you think we can continue producing at this level?' Of course, my enthusiasm was tempered with the realization that rate fluctuations can quickly change the sounds of the office from ringing phones to near silence. Even though I knew I had not come close to realizing my full potential, I was not sure how to forecast for the following year. I did outline what I thought it would take to reach my new target, including the number of new prospects to see and the amount of loans to close. I saw that by spring-boarding from one smaller goal to the next and growing my production incrementally, I would ultimately reach my desired targets. From that point on, I set aggressive and realistic sales goals.
Once you have set a target for your business, you need to set goals in order to achieve the target. These goals must be ambitious and you must be hungry in your pursuit.
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 15-Dec-13