Ok, so the sales target was a tad elusive this month. It’s not ideal, so before it’s too late and you get into major panic mode, here’s a few things you’ll want to do.
When you get the urge to do these things I want you to stop….
Stop in the name of all that’s holy, and just have a firm word with yourself.
Here we go:
You’ll want to offer a discount to sales prospects further along in your sales pipeline to get them to bring their order forward.
STOP – you may be able to do this on a rare few prospects, but think carefully. You’re effectively robbing yourself of good profit…which should be reason enough.
EVEN WORSE – you’re educating your prospects to buy from you at month end because you will discount if you need to hit target.
IF THAT WERE NOT ENOUGH – you’ve just pillaged next months sales pipeline so you’re going to hell….
You’ve just committed the first step in the three-step sales program called ‘Race to the Bottom’
The other two stages?
Well you did ask:
You’ll start to tell yourself lies.
Lies about how it was the market, the competition, the economy, your industry, your car, the moon, your birth sign, your first primary school teacher…
You’ll blame everything and everybody other than the person who puts your socks on in the morning.
No flagellation required here…but as in any stepped program, it’s a stage you’ll go though, and get over.
But you must have a cold hard look at the reality of the situation and examine exactly why you missed target.
Next? If you insist…
You’ll start to make grand plans ….or maybe not….
And whether you do or not depends on how well you’ve been able to get over telling yourself lies…
So these grand plans…such grand plans.
The same size of plans you make when you think about getting to Everest base camp, cycling Lands End to John O’Groats or getting up before the alarm goes off to go to the gym…
Yes, those kind of plans.
You’ll get happy and glowy on the euphoria…you have a plan, how can you fail?
It looks great on paper…chest out, confident stride, I know you’re telling yourself you can do this. Go You!
Hello, hate to pitter patter on your parade and all that, but how different is this to the plan you had last month?
Or, you could fall into the other camp…
You’ll suck it up, all the grief from the sales manager, the sales team and anyone else that’s subsidised your existence this month and you’ll have faith and believe that you were just unlucky.
It was just luck, and it’ll all be different next month.
So make plans or don’t make plans…you can’t control this stuff can you?
So the The Race to the Bottom in three quick stages…
Or you could so this
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