Have you ever gone shopping and saw something you really wanted? I am talking about something you REALLY want! You look it over and you think about how great it would be to have it and then you see the price. Now you start thinking about how you are going to pay for it. Ideas like cutting back on movies and eating out less all come rushing to your mind. Sometimes you rationalize it and buy the item, however more often than not you can’t see how you can make enough cuts to be able to afford it and let it slide.
I have another method for you to start to use to get these things. Instead of thinking about what you need to subtract, start thinking about what you will need to add!
Here is what I mean. Let’s say rep #1 wants a boat. Rep #1 finds the boat they want and it sells for $10,000.00. Let’s face it, I don’t know many people who could cut $10,000.00 from their budget do you? So rep #1 looks at how much he usually sells a month. The commissions and pay he earns from that pays for his life style as it is today. But remember, he wants a boat! So rep #1 figures how many additional sales he will need to make to be able to buy the boat for $10,000.00. For instance if he makes $1,000.00 per sale he knows he needs 10 sales to buy the boat. Next he asks himself when does he want the boat by. He wants it in 10 months. The rep just set the bar for buying his boat. He needs to increase his sales by one sale per month for the next 10 months to live his normal lifestyle AND set aside enough money to buy his boat.
Now let’s say that in order to make one sale the rep needs to make 20 sales calls. He now knows that he needs to add 5 sales calls a week to the number of calls he is presently making to generate the one sale a month so he can buy his boat in 10 months.
Now let’s say the rep needs to work 15 minutes to generate one sales call. He now knows that he needs to work and additional 15 minutes a day to generate the 5 calls a week he needs to make to generate one sale a month he needs to sell in order to buy his boat in 10 months.
OK this is starting to sound like a children’s song (there was an old woman who swallowed a fly…) but I think you can start to see what I am doing. If I said to you today that you need an extra $10,000.00 in 10 months I know that it would be a very hard pill to swallow (gezz, first fly’s now pills) but by breaking it down to the ridiculous we are able to make a doable plan to get the money.
I believe that a sales rep should have every “TOY” they desire. We work for everything we get and nothing within reason should ever be beyond our reach. By adding instead of subtracting we can help ourselves help our companies. I know a lot of sales managers, if you were to go to your manager and tell them that you are going to be doing whatever it takes to buy your boat in 10 months I am sure they will become your best friend. What manager doesn’t want to hear one of their reps say they are going to work harder, work longer, work smarter and dedicate themselves to increasing their sales enough to increase their income enough to buy a new TOY!
Lorin
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