Sales is hard because at the end of the day you are measured by the dollars you bring into the organisation.
If you work for a company then your boss assigns your sales target and applies pressure.
If you are a startup founder then your success relies on setting and meeting revenue expectations.
Throughout my career I have felt the pressure of achieving budget.
The only way to deal with this pressure is to focus on the activities that bring about sales - not the budget itself.
For example if your personal sales target this year is $2M, try to answer the following questions:
- how many sale transactions are needed to reach $2M?
- what is my average win rate? This determines the number of proposals you need to submit.
- how many meetings are needed to reach the number of proposals?
- how many outbound phone calls and emails will I need to make in order to meet organise the meetings?
- how will I source the prospects and leads?
If you focus on these five activities you will not have time to stress about meeting your sales targets!