How to hit your sales target in 3 easy steps

Review and reflect on the previous month/quarter

Part of knowing where your going is knowing where you’ve been and how you got there. Reflecting and reviewing your previous performance will give you some obvious information as well as leave clues as to what happened, where the problem is and what needs to be fixed.

If you missed target, why? Did you bomb on one or some of your closing calls and kill the deals; why? Did you not have a big enough pipeline; why? Did you not sit enough meeting/demos; why? Did you not make enough calls to book enough meetings to sit enough demos to build enough pipeline; why? You get my point! Figure out where the holes were in last months plan and plug them. 

Set your goal, identify why it’s important and potential obstacles

Before you get in your car you have to have a destination in mind, a reason why you’re going and what’s the best route to get there. Having a gameplan to hit target is similar.

There are two numbers in sales. The number the company sets for you and the number you set for yourself. Set your number in alignment with your personal and financial goals as well one that will stretch you to get there. 

Most important is your WHY. Why do you need to hit this number? What is it that will motivate and inspire you to put in the required work, persistence, and consistence? A down payment on a house or car, to payoff your credit cards, a long-awaited tropical vacation? You need a WHY that is worth fighting for, even when you don’t feel like it, when the odds are stacked against you, when you want to give up. What is your WHY?

Predicting and preparing for potential roadblocks to hitting your goal is one step often and easily overlooked. What could happen that could derail your progress and sabotage your gameplan. Figure out what hazards are ahead and have detours and alternate routes on standby as you head towards your destination.

Create a list of the micro actions and the frequency necessary to accomplish the goal. 

A goal without a plan is just a wish, and the plan requires action. Similar to how the Google maps app provides turn by turn directions from start to finish of your journey you need to build out the turn by turn directions to arriving at your goal in the form of micro actions.

Micro actions are a set of small-scale actions or tasks repeated over a period of time. It’s the compound effect of intentional, repeated, incremental activity towards your goal, fueled by your WHY that turns goals into realities.