Smart Sales Managers manage people, not numbers. They work with Salespeople to develop a pattern for success – what’s required to hit budget, even over-achieve. If you’re a lucky Salesperson, you have a Manager like this. Yet, stop and think for a second. Wouldn’t it be better if we focused more on the WHY vs. the HOW?
Your First Thought
Why do I want to make more sales? That goes without saying - to make more commissions. My suggestion to focus more on the WHY vs. the HOW might seem ridiculously obvious at the start. Just show me how to make more sales and get out of my way is probably what most Salespeople are thinking. Consider this. What's your true motivation in making more sales? Simply assuming a higher income, leaves so much more to be desired. While income is a motivator, perhaps Sales Managers and Salespeople should spend more time adding clarity and description to this picture.
1. Make more income.
Why? What would you do with the money? Here's a just a few vivid financial reasons that would make you work harder.
2. Feel more confident and successful.
Don't think for a second that money is your only motivator. Even if it's the first that comes to mind, there are many other reasons to make more sales. If you made more sales, wouldn't you feel better about your career progress? Would this increase your confidence level and actually make you a better Salesperson? You will be the best Salesperson in your life, when you are consistently over budget and have the objectivity to walk away from a sale that doesn't feel right. That's a mark of success.
3. Earn the respect of your family, co-workers, company and industry you work in.
There is nothing quite like the feeling of achievement. It makes you sleep better at night and feel like an industry professional that people look up to. Recognition from family goes even beyond the workplace. Respect is a huge motivator.
4. Advance your career.
There might come a time when you want to be the coach after being the all star athlete. You need to make more sales to be considered eligible for promotion.
In my experience of being a Salesperson, Sales Manager and now a Sales Trainer, I have observed hundreds of Salespeople. Here are the biggest key attributes of the successful ones…
Drive, Determination, Ambition, Intensity, Work Ethic, Perseverance, and Self-Discipline.
All of components directly relate to the why I want to make more sales. Once they are firmly in place, you will seek out the how.
80% of focus on the Why and 20% on the How
What do you think? I would appreciate your comments.
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Thanks!
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