ACTG Sales Management Blog

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It's Goal Setting Time: How to Turn Your Personal Goals into a Business Workplan

Posted by Tony Cole on Thu, Nov 19, 2020

Money should be looked at as a vital resource. A resource like food, air or water. In other words, you cannot live without them. Money buys you freedom of time and the freedom to choose. So, in order to choose and then achieve your personal goals, you must have money!

Here are some specific steps to help you translate your small, big and important personal goals to a business workplan that will help you achieve these goals.

Break down your goals into these 3 categories: short-term, medium-term and long-term goals. And then within each one of those categories, identify your goals as either urgent, somewhat urgent or not really urgent at all. This process will help you narrow down the types of goals you need to focus on first and foremost.

Typically, when people think of goals, they think in terms of things they want to have or things they want to accomplish like eliminate debt or pay for a wedding. More challenging goals that we also need to consider are those types of goals that we call ‘freedom to choose’ goals. An example might be the ability to work 4 days a week or the ability to take a month off to do ministry work in a third world country. Those goals also require financial freedom. So, at the end of the day regardless of the type of goal, there is normally some sort of financial requirement attached to the ability to achieve that goal.

Your second step is to identify at least 12 freedom to choose goals and identify their associated financial requirement.

Next, we have to become laser focused. We want you to identify for the next 12 months from all the goals that you identified, which are the 12 non-negotiable goals. You can't miss these come hell or high water - you're going to achieve these goals! Now, what behaviors will you need to do to make these goals happen – break it down into steps and set some deadlines. A goal without a due date is just a wish.

You just completed the easy part! Now its time to roll up your sleeves and translate these individual personal goals and their financial requirement into a business work plan. We call it a work plan because in order to achieve success you must have a plan AND work the plan.

Here are the Workplan components:

  • Your Success Formula
  • Your Market Niche
  • Your Prospecting Strategy
  • Your USA

The Success Formula is the math that helps you understand the amount of activity in each step of your sales process that you must execute to get to your revenue goal. Keep in mind this one very important idea – your goal has to be YOUR goal. It must be a number driven by your needs and not the needs of the company. But here is the catch – your number should always be higher than what the company requires from you. Remember these are your personal goals to reach.

The best way to identify your Market Niche is to take a look at the top 20% of your current book of business and identify the common demographics. That is who you serve well and the trick will be finding more of them!

If your business is like most, your larger, top 20% clients probably generate North of 70% of your revenue and the rest of your book of business is made up of a smattering of various size accounts. To refine this into your workplan, you want to identify approximately the number of accounts you want to sell at each size. This will give you an idea of the number of sales at the various levels you need to make in order to reach your goal.

Your Prospect Strategy to reach out into the market place is the key to your success. The best way to meet a new prospect is to ask your current clients for introductions but you must have multiple strategies.

Your USA or Unique Sales Approach to the market place is critical. How will you stand out? Here is the test of the effectiveness of your USA or elevator pitch – If you heard your pitch, would you respond with one of the following?

  • Tell me more about that.  
  • That's me.
  • How do you do that?

Most of us believe that in order to get a better outcome we need to start doing something. In reality sometimes the first requirement is to stop doing certain things. To complete your workplan, identify those things that you are doing that are killing your business and killing your ability to be more effective – then stop them!

Take a minute now and review this newsletter. Ask yourself - what are the top three things you need to execute because you believe that when you do, they will have the most dramatic and positive impact on your business.

Now go plan your work and Work your plan!

Need a Goal Setting Workshop?

Topics: personal goals, setting goals, sales goals, how to hit goals in sales

The 19 Keys to Selling Success

Posted by Alex Cole on Fri, Jan 04, 2019

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2018 was a great year here at ACTG and we are excited to wish you a Happy 2019!

However, the new year can be a bit overwhelming, don't you think? 

It's a new year filled with new quotas, new clients, new goals and so much more.

So, we decided to interview our Sales Development Experts here at ACTG with their keys to selling success this year and beyond.  What were they? 

Check out all 19 below!

  1. Stop worrying about selling and focus on helping.  Stop offering to come by and visit the prospect and instead ask “would you find it helpful if….”  Ask prospects what you can do to help them without regard for whether or not there is a sale involved. It is why the 3-step inoffensive close ends with:  Do you think I understand your problem? Do you think my firm can help you solve your problem? Do you want my help?
  2. Persistence. Stay with it whether it is making calls, following up or following through. What we know is 80% of sales are made between the 5-12 outreach to a prospect so persistence to win business is crucial.
  3. Be committed to doing what it takes. Often times, one of the reasons salespeople struggle to see great sales success is because they aren’t as committed as they need to be. Be willing to try and do whatever it takes, even when you are uncomfortable.
  4. Every exit is an entry somewhere else. Don’t give up or be let down just because someone said no – maybe they can help you with a referral or you’ll land a client with that next phone call or meeting after the discouragement.
  5. Have a non-negotiable extraordinary sales goal that you are committed to reaching. Most salespeople focus on just hitting their year-end goal, not exceeding it. When you strive towards an extraordinary goal (roughly 20% above your year-end goal), and that’s your only focus, even if you don’t hit it, you will likely meet or exceed your company goal.
  6. Be OK with “no”.  It frees up the conversation and lowers the walls of resistance when the prospect knows that it is OK for them to say “no.”  There are three different parts in the sales process where the salesperson should be letting the prospect know it is OK to say “no”: (1) on the phone setting up the first appointment, (2) at the last meeting before the proposal is delivered and then finally (3) at the meeting where the proposal will be shared.
  7. Be coachable and vulnerable. In other words, be willing to admit there is a lot that you don’t know and always ask for help.
  8. Be a giver. Support your internal partners as they prepare for conversations and presentations. Make sure that your ‘selling’ is all about asking great questions and listening to understand so that you can help your clients grow (vs sell them something).
  9. Have an attitude of success. Selling can feel like a solitary pursuit and you need to believe you will get there. Half the battle of success in sales is owning your own style and having faith in your skills, knowledge and abilities. If you believe you will win, your likelihood of winning increases substantially.
  10. Be resilient and tenacious.  Don’t let prospects squash you with think it overs, stalls, objections and “no’s”. There is always another door to try- it’s just about asking the right questions of the right person at the right time.
  11. Do the work. Selling is hard work and cannot all be done sitting at a computer. Get out and meet with current clients to leverage the relationship and ask for introductions. Also, attend networking events to meet different experts in your or target industries.
  12. Have a sense of urgency. Send the follow-up email the first time you think of it. Make the return phone call when you first get the message. Work when your competition isn’t.
  13. Don’t get in your own way. Eliminate roadblocks and excuses from your head space. Don’t let the anxiety of being turned away keep you from picking up the phone. Don’t allow internal “noise” interrupt what you get paid to do- which is hunt, qualify and close business.
  14. Properly build bonding and rapport. To many, bonding and rapport means liking the same sports team, enjoying the same weekend activity or frequenting the same restaurant as a prospect. To us, bonding and rapport means proving you deserve a seat at the table. Your proved benefit and value are more critical to developing trust and relationships than similar taste in food. Ask your prospect what the key challenges for their business and industry are for the year or what is in the way of their growth.
  15. Stick to the schedule. Different things can get in your way daily- emails, internal meetings, proposals, etc. Highly successful salespeople build and stick to a time blocking schedule religiously. Identify what your key activities are, when the best time is to do these activities and build a schedule you can live by.
  16. Utilize social networks. LinkedIn can be your best fishing net and your best safety net. Use social networking sites like LinkedIn to make connections and develop relationships, as well as explore new opportunities.
  17. Constantly focus on developing yourself as an industry expert. Continue to educate yourself on new trends, the changes in your market and developing different techniques. This will help you stay relevant in your space and position yourself as a leading professional.
  18. Don’t get happy ears. Don’t let soft buying signals like “This looks great. It makes a lot of sense. I’m interested” rush your process. Keep a level head and really drill down with your qualifying questions to identify if a prospect is really interested or just blowing smoke.
  19. Don’t forget to celebrate the successes. It’s difficult to win these days so don’t forget to enjoy those moments- no matter how big or small. Every sale gets you one step close to hitting your personal and professional goals.

We hope this helps you achieve greater sales success in this coming year! Successful selling in 2019 from your friends and partners at Anthony Cole Training Group.  Call us if you need help!

 

Topics: goal setting, Selling Success, setting sales goals, reaching sales goals, setting goals, sales advice, 19 keys to selling success

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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