A few years back, I was having a really bad quarter and I was really upset that I was not making quota. Deals I expected to close were going south on me. My biggest customer was acquired and, for reasons unknown to me, my competition decided to drastically drop their prices.
It was a disaster.
We’ve all been there.
It’s not fun, but it’s all part of the deal with being in sales.
It was looking like I wasn’t going to make quota and it felt like there wasn’t any hope. What could I possible do to turn things around and meet my goal?
I’m hoping for your sake, this isn’t you.
Perhaps you’ve been productive, efficient and effective all year and are on target to meet your goal.
Or maybe you’ve been using a Proactive CRM, like Spiro, that helps you close more deals, so you are on your way to crushing your goal and packing your bags for President’s Club.
But, there is a third scenario… the category I fell into a few years ago. If your goal is so far out of reach that it feels hopeless, than please read on!
Here are 4 questions sales reps must ask themselves if they aren’t making quota.
1. What’s the Root of the Problem?
You can’t fix a problem that you don’t understand. First thing you need to ask yourself is WHY am I not making goal. I suggest you start with focusing in on these 3 numbers: average deal size, win rate, and opportunities created per week.
Drill into these data points and see how increasing one can drastically swing the pendulum towards success. If you understand these numbers you can figure out what might be wrong with your sales approach.
Working smarter in sales means knowing the right things to focus on.
2. How Can My Manager Help If You’re Not Making Quota?
Use your sales one-on-one meetings with your manager to ask the right questions that will help you crush your quota. They are a leader for a reason – put their sales knowledge and successful experience to work for you.
If you’re not on target to meet your goals, chances are any good manager already knows that.
Try to avoid burying your head in the sand and ignore the situation. Instead, ask yourself how you can utilize your manager to help you get back on track. We’ve determined that there are six questions you should always ask your sales manager to quickly diagnose your situation.
3. Where Can I Find Extra Motivation?
We all feel drained by our jobs. And the end of summer vacations can be a bit of an emotional let-down. It’s time to grind it out, which can seem like an overwhelming task if you’re already behind on your quota.
You have to dig deep and find a way to push for the next 4 months. Ask yourself, what are some motivating factors in your life? Of course, not losing your job should be a motivating factor, but where else can you gain some steam?
The most successful sales managers find ways to motivate their teams to make more calls. For me, it’s music. In fact, research shows that upbeat music can improve mood, which can increase motivation. I have my own playlist ready to go whenever I need to get pumped up. Next time you’re driving to work, preparing for a sales call or going to a meeting, listen to some positive music to get your mindset right.
4. How Can I be More Effective?
When you’re behind in meeting your goals, the first place you normally point blame is productivity. At least, when I was a sales rep, this is where I would focus my energy. I’d pour myself into working longer hours and all weekend – trying to be the most productive sales rep out there!
But, it’s not necessarily how productive you are, but how effective you are with your time. Ask yourself, “Am I making the best use of the time I have?” If you aren’t what are some barriers to your effectiveness and how can you improve your daily habits to reach your goal. The most effective salespeople we know all have the 7 key sales habits in common.
Getting Your Sales Back on Track
Of course nothing you’re going to read in a blog is going to give you the ultimate solution to your problem, but it’s important to know that there are ways to still meet your year end goal. By following these tips, you can clarify your goals and where you currently stand, strategize how to improve with your manager and motivate yourself to take the needed action at the right time. Then, once you beat your quota, start implementing some simple habits that other effective sales superstars have, and you’re on your way to a successful career in sales!