Starboard Commercial Real Estate

Hans Hansson | November 15, 2007

It's the End of the Year and You Have Not Met Your Sales Goals... WHY???

It's November and you are nowhere near your sales goals for the year. You started the year on a positive note. You created a business plan that you were going to follow that would get you to your targeted number. It is now November and you have no chance to get there.

Herb Agin former Chairman of TCN Worldwide in a sales training meeting once said, "If you are a Salesman and are not making at least a six figure income in sales go get a real job". As a commissionable salesperson whether you are selling widgets or commercial real estate I agree with Herb. You are choosing not to collect a regular paycheck for a bigger potential payday.

So why did you not make your goals this year? My first guess is that you really did not follow your plan at all. You meant to but you didn't. You may have intended to make 50 cold calls a day but you didn't. You may have decided to create a mailing campaign to a targeted group of potential clients and then follow-up with them and you didn't. You may have decided to join a series of networking events and you didn't. You may have decided to develop and support a web site campaign and you didn't.

Good salespeople have bad years on occasion great salespeople never do. Great salesmen are constantly checking where they are in their plan. They are constantly checking and comparing their production to earlier years and finding a way to get to their goals and they do.

So it's November what should you do now? Lets look at a baseball team that is out of contention what do they do? In September the San Francisco Giants were out of contention so instead of the old regulars you started to see the new rookies. They played different younger players to see what they had to work with for next year.

As a salesperson you need to do the same. Go back to the drawing board, revisit your plan and see what worked and didn't work. If it worked, plan to do the same thing again next year. If something didn't work or if you never executed that part of the plan decide to either implement it or get rid of it and concentrate on something else.

Remember sales, as a business is pretty simple to understand. The more people you are in contact with on a daily basis the more business you will achieve. You can spend a fortune attending business conferences and buy all the sales books you want but that's the bottom line if you want to succeed.
Posted 11 years, 11 months ago on November 15, 2007
The trackback url for this post is http://blog.starboardnet.com/bblog/trackback.php/94/

Comments on this post:

Re: Have You Met Your Sales Goals for the Year???
Great points. I am sitting here in November and only sold half of what my goal was for the year. I am looking at trying to implement new strategies for next year, but at the end of the day its activity and contacts, like you said. Love the blog!

2007/11/19 by Mark Donnelly wwwReply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36093/
Re: Have You Met Your Sales Goals for the Year???
"Remember sales, as a business is pretty simple to understand. The more people you are in contact with on a daily basis the more business you will achieve. You can spend a fortune attending business conferences and buy all the sales books you want but that's the bottom line if you want to succeed."

i like this paragraph best, it's true
thank for your sharing , I'm a newcomer of real estate market . hope that all things will be smooth and all my business as well both of you .

MERRY CHRISTMAS AND HAPPY NEW YEAR 2008

2007/12/16 by kenny Alex wwwReply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36250/
Re: Have You Met Your Sales Goals for the Year???
Sales is the easy part in my opinion. If you are good with people, you are most likely good at sales. The hard part is getting the deal closed, keeping your client happy and making sure that both parties, the seller and buyer, are happy with one another. This may take some sacrifice on your end as a real estate agent to get the deal done and get paid.

2008/01/01 by Laura wwwReply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36387/
Re: Have You Met Your Sales Goals for the Year???
Great post. Definitely some good motivation in here!

2008/01/07 by Scottsdale real estate wwwReply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36408/
Re: Have You Met Your Sales Goals for the Year???
Tough talk, Hans. Kind of felt like you were channeling the alec baldwin character in Glengarry Glen Ross.

2008/01/20 by Chris Kubler wwwReply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36437/
Re: Have You Met Your Sales Goals for the Year???
That was a great scene. Never saw the movie but have seen that take at several sales motivation sessions. Thanks for the comments.

2008/01/24 by Anonymous • • Reply
Comment Trackback URL : http://blog.starboardnet.com/bblog/trackback.php/94/36445/

Comments have now been turned off for this post



Real Estate Blog Top Sites Blog Flux Directory  Real Estate blogs   Top Blogs
Credits: ©2018 by Starboard TCN Worldwide Commercial Real Estate
Powered by bBlog | template by Starboard Commercial Real Estate, inspired by dmig