IX, Issue 19 - Back to Archive

Volume IX, Issue 19  
December 29, 2011  
  SalesFocusInc.com 410.442.5600  
  info@SalesFocusInc.com toll free 866.840.8305  
Goals for 2012 to Help You Sell


When you get out of bed each morning to start a new day or a New Year, do you start with an objective in mind? Maybe you plan to take a day trip, or have lunch with an acquaintance. Probably it is to go to work and get as much accomplished as you possibly can. No matter what the objective is, it is important to have one. Otherwise you might as well spend the entire day, or year, in bed. The same is true in sales. Unless you have specific goals to achieve each day, week, month, and year, you likely won't know where to begin when you step foot into the office each day.

Assist Clients and Prospects

Perhaps one goal is to better assist clients and prospects with their needs. What specific steps will you take to achieve this goal? You can successfully assist clients and prospects by fully understanding their needs and being ready to offer support. Educating them on the product or service will help them become fully aware of capabilities. Offering timely and friendly service when they contact you with a question or concern will be appreciated. Also, by calling to offer additional services and products, as new features or versions are created, you will keep them aware of latest offerings and allow yourself the opportunity to build on the existing relationship. 		   

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Understand the Offering

There are many instances in which the salesperson goes to the prospect to sell a product or service without fully understanding the offering. They may give a mediocre presentation which will either lead to complete noninterest from the prospect, or questions that the salesperson cannot answer. While this can be a learning experience to be prepared for all questions that could arise and provides examples of questions to be prepared for, it is also embarrassing and results in the waste of the prospect's and salesperson's time.

To better prepare for meeting a prospect, be sure you completely understand the product or service. Then put yourself in the prospect's shoes to better predict questions they may ask. Be sure to have materials available that support your message. The more knowledgeable the salesperson is about the offering, the more confidence the prospect will have about purchasing.

Increase Sales

Many salespeople measure their success in sales volume. The key to increasing sales volume is to have specific and achievable goals in mind. If there is not a specific goal for increasing sales, then you will not be highly motivated to reach that goal. Having a specific goal for a certain time period will also provide a good measure for setting future goals. For example, if at the end of one year your sales increased by 10%, it would be reasonable to set the next year's goal at the same rate, or even slightly higher as you become more accustomed to selling in a particular industry.

While it is good to have high aspirations, it is also important to take smaller, more achievable steps to reach success. Setting a goal that is both achievable and realistic will keep you from being disappointed in the end. Keeping the goal realistic will keep you motivated for success, and when the goal is met you will be excited about setting and reaching the next goal.

Goals are important for seeing where you are now, and where you want to be in 2012. It takes time and effort, but your goals will end in success, and when they do take the opportunity to reward yourself. This will reinforce the great job that you have done and keep you ready and motivated to achieve the next set of goals.




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About Sales Focus Inc.

Sales Focus Inc., the leading sales outsourcing company in the US, is focused on developing immediate revenue opportunities for our clients. Our sales outsourcing and process improvement solutions focus strictly on sales deployment and effective management. We work closely with our clients to develop, launch and manage effective sales teams that focus on one thing - generating revenue. Our "One-Team" approach allows focused companies to thrive and succeed in today's competitive environment! We focus on cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Lead Generation Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.

Sales Focus Inc.
2205 Warwick Way, Suite 100
Marriottsville, MD 21104
P. 410.442.5600
F. 410.442.5102
Toll Free: 866.840.8305
URL: www.SalesFocusInc.com

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