THE REST OF THE YEAR

It seems funny to say “the rest of the year” when there are only 6 days left in 2012. It seems even funnier to say “the rest of your selling year” when there are only 4 days left if you count Monday which is New Year’s Eve.

Yet, work doesn’t stop because a new calendar begins nor does it stop because an old calendar ends.

So what should we as reps do for what is left of 2012? There are several things that will produce some awesome results. Think about where you are for the current year.

1)      Many of you, hopefully, have already met or exceeded your sales quotas. You need to look at your bonus opportunities. I have seen so many reps hit quotas and then leave money on the table because they stopped pushing themselves and missed bonus opportunities that were so close one good day would have meant thousands of dollars to them. You have 4 selling days left, make them count!

2)      Some of you are within striking distance of your quotas. This is the time to use your relationships with your customers to get you over the finish line. Go to your best and biggest customers and remind them of all the VALUE ADDED things you have done for them the past year. Let them know that you have gone above and beyond what they expected from a sales rep. Share with them the fact that you need X dollars to hit your quota and ask them for a BIG order. (DO NOT JUST LOAD THEM UP! MAKE SURE WHAT THEY ORDER IS PRODUCT THEY NEED) Keep in mind that if you load them up now you won’t be getting orders from them for a while, this may put you in the same position next year as you are right now. Use this opportunity to get new items in and set the stage for bigger sales next year.

3)      I know of a lot of companies that offer bonuses for reps who exceed their quotas. If you are one of the lucky reps that work for a company that will give you bonus dollars for going beyond your quota by certain figures, GO FOR IT! Know what the figure is you need to hit for the bonus and set your goals over the next 4 days to hit that figure.

4)      Unfortunately there are always some reps that are so far behind quota for the year that realistically there is no way that 4 days will make a difference. OK, put 2012 behind and start making your plans to blow it out in 2013. Do your homework, look at you customer lists and see where the opportunities lie for you to grow business next year. Look over your prospect list and make your plans on how you will open these new customers. Look at your pipeline and make sure you have your plan on how to keep it full. Look in the mirror and make sure the person looking back at you is ready willing and able to push forward to a new year.

The year is NOT over! Make the final days the best 4 days of the year no matter which group of reps you fall into.

2012 was an interesting year with the economy, the wars, the elections all having an impact on our business. 2013 is shaping up to be another interesting year filled with challenges and opportunities. It will be up to each and every one of us to use all our creative skills, all our selling skills, and all our business skills to assure that we come out on top.

Lorin

COMMENTS ARE ALWAYS WELCOME!