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Sales Tips From Jonathan London

2nd Half Goals - What Do You Do When You Don't Know What to Do?

Posted on Tue, Aug 28, 2012

SMART Goals Fotolia 11872580 XS

Before we answer that question we should ask why you don’t know what to do? It is probably because you haven’t established your own S.M.A3.R.T. goals which stands for:
  •   Specific
  •   Measurable
  •   Aligned, Agreed, Achievable
  •   Realistic
  •   Timed
Some examples of S.M.A3.R.T. goals would be:
  •    I want to make X amount of money in the 2nd half of 2012
  •    I want to be x% of quota for Q3 and Q4 2012
  •    I want to be the #1 salesperson for all 2012
To achieve your goal you need to establish and work your priorities. If you follow these selling techniques or selling skills you will always know what to do (whether you do it or not is up to you). Some examples of priorities to sell more in the 2nd half are:
  •     Learn my new product/s
  •     Learn how to win against my biggest competitors
  •     Get 3 more appointments per week
  •     Close my 3 largest deals
  •     Identify my top 10 accounts – new and existing
  •     Get better at proposals and presentations
  •     Use my executives more to win
  •     Work 2 more hours a day
  •     Sell more of XYZ which is my most competitive product
  •     Use Google alerts to get 3 more appointments per week

You should only have 3-4 priorities per quarter and these should be re-evaluated each quarter to see if they need to be continued or new ones needed to be added to your sales strategy.

So if you still don't know what to do if you don't know what to do, just do one of your priorities. If you don't know what they are, or you are stuck, ask somebody for help. Or download the form and use it. You can always email me for help if you like. 


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Tags: Time Management, Sales Advice, Sales Strategies, b2b Sales, Sales Tips, Sales Effectiveness, S.M.A.R.T. goals and priorities, Sales Productivity, technology enabled selling, sales technology