I lost count of sales rally events where I spoke at but every year, I get an opportunity to speak before sales people from recognizable local and multi-national companies covering diverse industries like pharmaceuticals, retail, fast moving consumer goods, publishing, education, real estate, information technology, business process outsourcing, and insurance among others.In my years of public speaking, I can’t help but always share the same feeling of both excitement and fear with the audience in the coming business year. They are excited to make another leap but afraid if this time, they’re going to make it. And who can be so fearless when you know that the quota went up by 50-100%!
In this motivational entry, I’d like to cite some of my ideas on how to make a mark this year and sure, achieve if not clearly surpass your goals, which most business people would call, the bottom-line.
First, I need the past has always something to do with the present. While it’s true that “we should forget about the past” it’s also true that it brought us where we are right now. It’s our archive of good and bad memories but it’s also an archive of knowledge that we can use to make better judgments this time. Therefore, it is important to “review” you previous performances. It’s only when you know what you’ve done wrong that you can correct it and you’ve done great to reinforce it.
Second, you need a total resolve. You can’t go on this year and expect to beat your sales quota half-heartedly. It’s all or nothing. In many instances, people fail because they really don’t give everything they have. While it’s true in human relationships, it’s also true in business. You can’t give 50% and expect your life to get 100% return. Well, there are some lucky souls who get some but do they really last that long?
In reality, giving our 100% seems tiring and stressful but that’s how you should play the game. Your friendly competitors give their 100% and you can’t survive if you’d only give half of what you are and what you have. Interestingly, many others would try to come up with an old formula of excuses: Why would I give 100% if the company I work for doesn’t even give its 100% support?
It seems logical but if you think about it, selling goes beyond the company and its bottom-line. Your sales is an unmistakable reflection of who you are and what you are. Your numbers are your representation. If the company doesn’t provide you with enough resources, the situation calls for your creativity and as a blessed human being, I feel you can always squeeze your creative juice to come up with something. You see, sales profession is more about you than it is about the company or the quota or the goals.
Thirdly, you need to always be mindful about your environment. Gather as many information as you can so you can come up with better choices. Read more books and have a conversation with mentors or teachers or superiors who made it in the past. Don’t be afraid to ask questions because it’s one sure way to find an answer. It may not be the perfect answer but at least you’ve learned to ask and that’s a good start.
In one of my conversations with a Saipan-based American early this year, he said that we have four communication skills to develop should we want to achieve a better life: reading, speaking, listening, and comprehension.
You’ve started by reading this. Perhaps, this year, we can at least try to comprehend what we read and hear.