Your objective right now is to make your 2013 number. Goals are not set to be missed. They’re set to be made!
Easy to say the focus is on making the 2013 number, but there are 4 mistakes many salespeople make that wind up costing them money.
1. Failure to verify what you’re selling is available to be shipped this fiscal year.
Amazing, but every year I get calls from salespeople whining about how they’ve got orders but they don’t have product. It’s your job as a salesperson to check it out first. No need to be wasting your valuable time selling something you can’t provide.
2. Making casual comments about how you can talk about something “after the first of the year.”
Next year does not exist when you’re chasing the number this year. Don’t go making any comments, intentional or unintentional, that could give a customer a reason to pause.
3. Failure to make sure your credit and billing department can get things taken care of this fiscal year.
I’m always amazed at how companies can allow support departments to essentially shut down before the end of the year, but it happens. Product is ordered and potentially even shipped, but then finance can’t get the invoice cranked out until next year. Result is you got the business, but you don’t wind up getting credit for it due to some clerk taking vacation time.
4. Failure to have the confidence you need in believing you can do it.
It’s amazing what can happen in a very short period of time when people are confident. Don’t allow yourself to believe for even a second you can’t achieve your goals! If you don’t believe in yourself, how do you expect your customers to believe in you?
Making your 2013 number is not an option. It’s something that must be done. Don’t allow yourself to fall victim to your own shortcomings.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
