We’re quickly coming to the end of May and that means before we know it, we’ll be half-way through 2011.

Before we get any farther, it’s time to review where you are with your 2011 goals.  The sooner you identify ones you’re falling short in, the more time you’ll have to correct them.

If you’re falling short on a particular goal, the suggestion I have is to break it down into smaller goals to allow you to see better exactly where the miss is coming from.  You greatly impact your sales motivation when you take the time to do this.

An example might be your volume number and the fact you’re not where you want to be.  Take a look at you’re your volumes by individual customer to help you identify who and where the miss is coming from.

Once you’ve done that, you can then begin to determine if the miss is going to be made up by that customer or if you need to go elsewhere.  Many times if you can identify the miss early enough, you can then find another customer or prospect that could make up the difference. Same thing holds if the miss is due to a particular product line, etc.

The key is to take the time now to determine where you’re at and what you need to do to correct the situation. The earlier you do this, the better your sales motivation will be because you’ll feel good about having a plan to make your goals.

Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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