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Sandler Training | Phoenix, AZ

Sales Goals

To be a successful salesperson, one needs to be aggressive and goal-oriented. While important, these competitive traits can lead to a one-track mind and give sellers tunnel vision. If this goes unchecked, salespeople will ignore the pursuits of their team members and their organization. The sooner salespeople realize that fostering an environment of mutual success is the most advantageous approach, the better.

As a salesperson, it’s easy to get wrapped up in your clients’ work and forget to save time for your own planning. How do you ensure that you end the current year on a perfect note? It’s important to finish strong and finalize your business plan before the calendar turns. Below are three ways to seal a successful year and begin 2018 with a bang.

The end of the sales year is a time for reflecting, preparing, and, in some cases, a bit of rushing. As you race to meet or exceed the lofty goals you set for the year, a skill that ties into all three of these areas is overcoming objections. As you follow up with prospects and clients leading into the new year, it’s important to be prepared for their excuses and challenges, and ready to respond to them. Below are four ways to prepare for objections that you can put into practice today.

With the year winding down, perhaps it’s a good time to take stock of what you have accomplished so far this year, file away the lessons of your successes and failures, and begin thinking about what you’d like to accomplish in the coming year. 

We just finished watching the first total eclipse of the sun since 1979. It got dark, it got cool, and it looked fascinating through the eclipse glasses. Which got me thinking, an eclipse is a blockage. It doesn’t let the sun come through to the earth.

There’s an adage that rings true for sales careers, “if it was easy, everyone would be doing it.” Proficient salespeople have some of the highest job satisfaction across all industries and can have very rewarding and lucrative careers. On the other side of the coin, selling — especially commission based selling — isn’t for everyone. Inexperienced or ineffective salespeople may have a hard time breaking into the profession.

Developing a championship caliber sales team should be the goal of any sales leader. All champions, whether it is the Cubs, Patriots or newly crowned, Tarheels, are focused on doing their individual roles as well as possible, committed to the on-going improvement of themselves and the team, the culture sets high expectations, and the teams win. As difficult as this may be to accomplish for your sales team, it is not as hard as you think if you can implement these four championship elements.

It’s not uncommon for a new hire to start out strong.  But after the initial excitement and enthusiasm for the new job fades, the behavior, performance, and “numbers” follow suit.

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the long lasting relationship with your new client.