“What do you have to lose
by checking in with them
every few months to
see how things are
going?”
term wins and losses that you lose sight
of what you’re out to accomplish over the
long term. Yes, short-term goals are
valuable, but if they’re the only way you’re
measuring your success as a salesperson,
you’ll find yourself on an emotional roller
coaster, riding highs during your good
sales months and hitting lows during
others.
For example, you could have a terrible
month and still end up with a great
quarter overall, and that, in turn, could
average out to be exactly what you need
to hit your year-end goal.
If you became discouraged, lost confi-
dence and quit trying any time someone
said “no,” you’d be out of a job pretty
quickly — especially when you consider
how long sales cycles are and how many
follow-ups most sales require.
That’s why long-term goals are so
important. Keeping long-term goals in
mind will help you keep things in
perspective because they lift your focus
from any immediate losses to the bigger
picture of your progress over time. content to build trust, touch base, help
him out, educate him and more so that,
when he’s ready, you’re the first person he
thinks of.
4. RECOGNIZE THE VALUE
OF YOUR TIME.
Depending on what you’re selling, you
could find yourself on 100 calls with
various prospects before you land a sale.
Whether your ratio is 50:1 or 1,000:1,
knowing how much time you’re putting
into your sales—and what that return
looks like for yourself and your
company—can change your perspective
and keep you motivated to reach your
goals.
By dividing your average sales
commission by the average number of
calls and emails it takes you to make a
sale, you can assign a dollar amount to
your follow-ups. This can help in two
STAY ON TOP OF MIND.
To help yourself meet those long-term
goals you’ve set, it’s crucial to stay top of
mind with your contacts—especially
those who’ve said no in the past.
Consider this: You were rejected by a
prospect who decided he or she would
rather handle things internally than
outsource. What do you have to lose by
checking in with him or her every few
months to see how things are
going, keeping your company top of
mind should anything change in the
future?
It takes time, but it’s entirely possible.
And to do it, you’ve got to use your
5.
July 2017
■
PULSE
37