Infocusselling’s Blog

May 12, 2008

Practicing What You Preach

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 11:09 pm
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Practicing What You Preach

by Jeffrey J. Bowe, Principal

Even we professional sales trainers sometimes need a really good month. I needed that last month when I realized that my two weeks of doctoral studies in May would significantly crimp my income. (Yes, if you think life was crazy before, add the pursuit of a Doctor of Business Administration degree to the mix!) So, how does a professional sales trainer have a great month? It’s easy. He reads his own book.

On March 30, I figured out how much new business revenue I needed in April to cover the lost revenue in May. I looked at our most common sale, and then looked at what was already in my sales funnel. I looked at my calendar to determine when I could have sales calls during April. Using reasonable sales dollar per client, I figured out what I needed and when I needed it so that each needed sale had a date on it. I took a pad of Post-It notes and put one needed sale on each Post-It note. Then, I took posted them on my bathroom mirror where I had to look at them every morning and every night. Each needed sale became a specific goal with a target date.

I hit my first three sales ahead of schedule, and then I hit a bigger project than I had anticipated. I only took down one Post-It note because it was one sale but made a mental check that in terms of cash flow, I had created some buffer in less than a week. Almost every other day, when I got home at night, I got to take a Post-It note down, write a new client name on it, and then, for continuous reminding impact, I put it the achieved goals along the bottom of my mirror to remind me of my success.

Did it work? Sure did! It was a record month for new client count and new billable hours (excluding two months in the past where very large but one time projects skewed those months.) Overall, it was the best month I had ever had in sales. Why? Let’s recap.

I set goals.

I wrote the goals down.

I reviewed the goals twice every day.

I rewarded myself when I made progress on the goals.

Do you need a great May or a hot June? When was the last time you took this basic approach to goal setting and made it work for you? If you have a need, break that need down into bite size pieces based on reasonable expectations (no home run hits unless you have a solid history of them!) and then make sure it hits you in the face every day.

When you tackle sales with a plan, you have a much greater chance of your plan becoming a reality. There is a reason all of us sales trainers talk about the impact of a written sales plan-it works. Make it work for you.

Jeff Bowe, Principal of ACTUM Group is a sales trainer and sales coach who focuses on helping sales people improve their skills and increase their income, while increasing corporate profit as well. For more information on Jeff, click here Jeff can be contacted at or 317-577-3750.


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