Sales Question:

“Every year I set lofty sales goals for myself and always seem to fizzle out… What am I doing wrong?”

Answer:

Goal setting has a lot of moving parts and even with the best-laid plans, you can still come up short. And when we set big goals and start failing at them, motivation can be lost real quick. Once that happens, we fall back into whatever routines and habits we had that led us to our previous results.

What I’ve found to be very successful is making a list of small, easy changes that if done on a consistent basis, will lead to big results.

Here are a few examples:

• Get to work 20-minutes early every day
• Make 5 more sales calls a day, every day
• Listen to a new motivational audio book every quarter
• Read one sales / business book per quarter
• Record and listen to your own sales calls and ask others to listen and give feedback as well

These are just examples and suggestions to help you kick start your own creative thinking to see what areas you can easily make small adjustments to your daily routine in order to get the sales goals and achievements you desire.

The key to making gains will be “consistency”

Getting to work early once in a while won’t have an impact.

Making 5 more calls than normal only a few times a month won’t make much of a difference.

Little changes to our daily routine when done consistently over time leads to better results and since the changes are small and easier to self manage and implement, there’s a greater likelihood you’ll stick with them and achieve the results you are after.

Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)

8-Week B2B Sales Improvement Program

Learn How To:

1. Eliminate "No, Thanks", "Not Interested" & "We're All Set" Responses from Cold and Warm Calls
2. Neutralize Gatekeepers & Get Voicemails Returned
3. Ask Engaging Questions Instead of Probing
4. How to Really Qualify (I'll show you a better way)
5. Give Stellar Presentations & Handle Objections
6. Close Follow-up Calls and Get Targeted Referrals
7. How to Set & Achieve Your Toughest Sales Goals
8. Improve Your Time Management Skills

Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone

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