Eight essential action steps

1.  Determine your base number.  It could be last month’s sales number or your annual quota divided by 12.

2.  Set a new goal for the next 30 days and it must be in writing.  Tip: multiply your base number goal by 1.13.  If you want to increase your sales by 10% start by aiming higher (13%).

3.  To give your new goal a major jumpstart - create sub goals.  Divide your sales goal by 4 to get your weekly sales goal.  Divide your weekly sales goal by 5 to get your daily sales goal.  Finally, divide your daily sales goal by 2 to get your morning and afternoon goals.  You’ll get more done – when you know what you gotta do every day.

4.  To achieve your new goal you don’t have to do more.  In fact, you should do less.  Think of your life as a “filled to the brim” coffee mug.

It’s impossible to add more to your filled cup without making it overflow.

If you’re racing around your territory 95 MPH, feeling stressed and not getting things done . . . you’re in “overflow.”

If you’re gonna do some of the things I’m recommending, you have to make room in the cup before you add anything to it.

)))))) side bar ((((((

I suggest making 2 lists.  The heading for the first list is “What can I stop doing today (bad habits)?”  Your second list should be headed with, “What can I put on the backburner for 30 days while I focus on increasing sales by 13%?

5.  Using a spreadsheet - list and prioritize your 10 biggest customers and your 10 biggest prospects in the first column.  Other columns should include:  quantifiable business opportunities ($), face-to-face meetings, proposals, appointments, presentations, follow-ups, telephone calls, voice mails left, e-mails sent, closing attempts, and business ($) closed.

6.  Prepare a written sales plan for each targeted account.  Nothing fancy, and definitely nothing that takes too much time.  Let’s make it simple.  Use 3X5 cards. Use a different color for existing customers and prospects.  On the front of the card write “WHAT.”  “What” refers to your specific account goals.  What products, what quantities, what mix, what margin, what timetable etc.

On the back of the card write “HOW.”  How refers to your strategies.  How will you specifically achieve your “WHATS” for each account?  Do not overlook this step.  You’ll waste more time and lose more sales when you neglect your strategies.

7.  Focus on your goal for the next 30 days.  Imagine your success depended on your focus.  Imagine your job depended on your focus.  Imagine eliminating your stress depended on your focus.  “IT DOES!”  To help you stay focused you’ll need another ten 3X5 cards.  On ten 3X5 cards write your daily sales goal number.  Put them in places where you’ll see them everyday.  Car visor, coffee mug, notebook computer, bathroom mirror . . . you get the idea.  Visual reinforcement really does work.

8.  Start each day with a list of six things “To Do” and six people “To Call.”  Don’t add anything to these lists between (8 AM – 4:30 PM) unless it helps you achieve your daily sales goal.

)))))) side bar ((((((

I know what you’re thinking.  “Meisenheimer has lost his marbles, all of them.”  Well I haven’t, not yet anyway.  The true measure of your selling success is your selling results.  Everything else is a distraction.  Sure you have to deal with them – but you have to stop them from taking over your day.

Here’s how to deal with e-mails, voice mails, return calls etc.  Chunk ‘em.  Put all these things into chunks and work on one chunk at a time.

You’ll soon realize you can get more done in less time.

Finally, the key to your success . . . is facing you in the mirror.   

Here are three questions worth pondering as you set out to increase your sales next month.

1.  What will you stop doing immediately?

2.  What are you doing that can be changed immediately?

3.  What will you start doing immediately?

DISCLAIMER – This isn’t for everyone.  For some salespeople these are tough times.  Don’t let anyone, anything, or any situation sour your attitude on how great it is to be a professional sales person.

When you reach your goal be sure to celebrate with your family.

My advice for the following month – do the same thing.