The SalesBuzz.com Blog

Sales Goals

How to Deal with Year-End Sales Quota Pressure

SALES QUESTION: “I’m under a lot of pressure to hit my numbers by year-end, but I’m noticing that the more I try, the more my prospects are pulling back. Any advice?” SalesBuzz Answer: Well, the ultimate solution (Plan A) to this problem is to hit your year-end sales numbers a month early, but that obviously […]

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Setting Individual Sales Goals

Sales Question: “What Should My Individual Sales Goals Be?” Answer: Great question. It tells me that you are a self-motivated individual who wants to have a say in their fate. You are already a step ahead of the herd. Are We Talking “Activity” or “Results” Sales Goals? “Activity” sales goals are what you do on […]

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Sales Meetings: When is Best?

Sales Question: “When is the best time to have a regularly scheduled team meeting?” Answer: Depends on what your definition of “team meeting” is as well as what are you attempting to accomplish with a sales meeting. One of the fastest ways to kill sales motivation is to have a pointless meeting that drains your […]

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Prospecting: How Many Attempts Should I Make?

“How Many Times Should I Try to Contact a Prospect?” SalesBuzz Answer First we need to identify which sales situation we are referring to. Are we discussing contacting a “first time” prospect, meaning you have yet to make contact with a new prospect / lead or are we discussing a “follow-up” sales call situation where […]

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Is Your Sales Quota Unreasonable?

Sales Question: “The Company Raised Everyone’s Quota This Year … How Do They Expect Us to Hit It When We Didn’t Even Make Last Years Number? It Just Doesn’t Make Any Sense!!!” Answer: It’s true that some companies set really high sales quotas because they believe if a lower number were given, the sales team […]

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How to Achieve Success In Life & Sales

Sales Question: “How Can I Become Successful?” Answer: Growing up I used to believe there were the “haves” and the “have not’s”. I was born in the latter category. Most “have not’s” I knew tended to blame their plight on circumstances out of their control. “That person was born into money…”, “She only got that […]

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How to Reach Your New Sales Quota

Sales Question: “Our Sales Quota Was Raised for 2013, But I Didn’t Even Hit 2012 Quota… How Am I Going to Reach My New Sales Numbers?” Answer: Well, for starters, a quote from Anthony Robbins is in order: “If you do what you’ve always done, you’ll get what you’ve always gotten” What this means is, […]

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Sales Tips for Making Quota

“Other than improving what I say, when I say it etc, what else can I do to improve my chances of hitting my sales quota?” Answer: Here are a few things that have helped me personally: 1) Have your quota number where you can constantly see it during work hours. My two favorite places are […]

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What to Do When Your YTD Sales Numbers Are Off

Sales Question: “How Can I Increase the Odds of Hitting My Yearly Sales Target?” Answer: Now that we’ve reached the half waypoint of the calendar year, making sure you give yourself the best opportunity to reach your year-end number starts now. Well, technically it started 6-months ago but now is the time to make sure […]

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Have Prospects WANTING to Take Your Sales Calls

  Sales Question: “I want to build long term relationships rather than close transactional sales. One challenge I have is that many of the accounts I close do very little business with us. Once they are signed on I don’t want to do the whole “Just calling to check in” bit. What’s the most effective way to “check […]

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