How to Guarantee You’ll Never Meet Your Quota

Beat your quotaLet me show you how to guarantee you’ll never meet your quota. It’s really easy. When you organize yourself to just meet it, you’re not very likely to achieve it. By operating that way you’re setting yourself up to generate less revenue for your company and fewer dollars for yourself. It’s actually why so many people never meet quota. All they do is set their sights on meeting it.

How’s that again?

What I’m saying is this: If all you try to do is meet the quota, you’ll never do it.

Why not?

Because you’ll organize your activity to hit the mark—which means barely meeting it–usually on the last day of the month. In the normal course of business, something will almost always go wrong with part of your plan, resulting in at least a small shortfall. Don’t be the salesperson who ends the month saying, “Had it in the bag. Then Jasper Jones fell apart on me. If it wasn’t for that, I’d have hit the mark.” That’s what happens when you aim to be average. In order to meet your quota every month, quarter, or year, you need a different strategy.

Begin by organizing your activity so you can double your quota. What will it take to make that happen? It’s easy to figure out. Just do the math. You must know what it takes to hit the mark. Double it to picture what has to happen to go beyond. Then, plan your activity as if this doubled amount is your actual quota. This way, when Sara asks for different terms, Kyle cancels an order, and your big client committee delays a decision, you’ll still do well with the other sales you’ve closed. When you do start hitting 200% of quota because of your increased activity, bump your goal to 300%. It can and has been done by students of my training. They implemented different strategies. They detailed out their activity plans. Those past graduates of my training followed through…and doubled and tripled their incomes.

Don’t meet any quota that’s set for ordinary people. Change your mindset and demolish it!

Copyright Tom Hopkins International, Inc.

Excerpted from my book, The Official Guide to Success.

The Five Skills Every Sales Person Needs

AA018442While the business of selling requires many skills, there are five skills every sales person needs. And, most of us will need to develop these on our own.

You see, one of the most important lessons I’ve learned in life is that no one else is going to look out for you as well as you will look out for yourself. To become and remain a professional in business, you must recognize that you are in charge of your own training and act on that fact. Build on your strengths and correct your weaknesses. If you aren’t sure of what to work on first, there is certainly someone in your life who will gladly assist you – your manager, your spouse, your children, a trusted friend.

Here are five skill areas that I strongly recommend you consider developing or strengthening as they have made all the difference for me and my students:

Negotiation

Do you consider yourself a trained negotiator? Trained negotiators can quickly and effectively analyze the details of situations and determine the best route to resolution. If that brief description doesn’t fit you, make an effort to find a book, audio recording or seminar on the subject. Then schedule the time to learn from it. I cover some basic negotiation skills for selling situations in Chapter 16 of my latest book, When Buyers Say NoLook for my recent blog posts on the subject here.

Voice

Since your clients choose to own your products or services based on what you say and how you represent them, doesn’t it make sense that you train your voice to give the highest level of professional presentation? If you’ve never considered voice training before, record yourself giving a portion of your presentation. Then listen to it. Most of us hate the sound of our voices. Just imagine how our clients must feel when listening to us. To project your message with clarity and power, consider at least one session with a voice coach. They can be found in your local yellow pages.

Public Speaking

Many sales professionals find that giving short speeches in their communities helps build their name recognition and their business. Public speaking is also a great way to build your confidence. Try your skills out by speaking to your child’s class about what you do or a hobby you have. Teachers love it when the students can learn first-hand about careers. Join Toastmasters International. There are local chapters in just about every city. They provide excellent opportunities to hone your skills and meet other business professionals with whom you might do business or share referrals. To learn how I prepare for presentations myself, go here >> http://www.tomhopkins.com/p/4207.html.

Memory

Having a good memory is critical to anyone in today’s world, but especially so to those of us who meet many new people every week. I have learned to make a game of it in my career. I challenge myself to remember as many people and their stories as I can. There are some great courses and books written on this subject. Even if you learn and use only one small strategy, I guarantee you’ll reap the benefit of having done so.

Math

Don’t cringe at this. I know that there is a large percentage of people who hate math. However, in business, you need to know some basic math skills really well. How does it look when you take too long to calculate figures? Do you think that will raise any doubts about your competency in the client’s mind? Of course it will. Also, when clients toss out figures in their projections, you have to be quick on the uptake in understanding what that means in your business – quantities of supplies they’ll need, projecting delivery dates and times, and so on.

Practice your math skills. Every time you hear or see a number in a conversation or even in a bit of advertising, take a moment to work with the number and see what it means. Compute unit costs for grocery items – $1.29 for a 2-liter bottle of soda. Convert it to ounces, then figure out how much per ounce the soda is. I know the favorite computation of every salesperson who works on a fee basis is to determine their percentage of every sale. Don’t stop there. Play the numbers game often and you’ll get better at winning.

Choose just one of these five areas and dedicate yourself to improving in it this month. Then, next month, choose another. Once you get started on this journey of self-education, you’ll be amazed at what you learn and how simple things can have a powerful impact on your overall success in life.

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack – judys@tomhopkins.com.

Sales Motivation – Creating Your Ideal Life

Stop Thinking “If Only”

What’s holding you back from the success of your dreams? Do you ever catch yourself thinking or saying the following?

“If only I could get a better break.”

“If only I had more money.”

“If only I would’ve married the right person.”

“If only I worked for the right company.”

“If only I had the right parents.”

Those statements demonstrate a lack of personal accountability. Do you pull back from taking full personal responsibility? Many of us do. We think that a parent, a teacher, a friend, a boss, a spouse, the company we worked for, or some governmental program should shoulder our burden for turning our lives into what we want them to be. This approach can’t get the job done. [Read more…]

Time Planning is Worth Your Time

Most people don’t set out to waste their time. They want something for it. In fact, all but a few of us want every nickel we can get for our time when we’re selling it. This is as it should be. But most of us are less determined to wring all the other values from our time that are there for the taking. In other words, most of us don’t work as effectively as we could at the business of becoming more productive.

The way to change this is through time planning. Let me give you some reasons why this is so important. [Read more…]

Motivate Salespeople – Tom Hopkins

How to Motivate Salespeople audio image

How to Motivate Salespeople

Last month, how much money did you spend on food for your body, on energy bills, and then on your attitude and mental health? If you’re like most people, you didn’t really invest anything towards your mental health. It’s an overlooked facet of life, but one that’s determining how happy you are.

The fact is, not taking care of your mental health can cost you your job, your business, your health, even your marriage and dearest relationships. It happens everyday to people who never recognized they should be protecting their minds and attitudes.

To help you protect your mental health and to retain an upbeat, happy demeanor and outlook on life, Tom Hopkins has recorded a breakthrough 35-minute power-packed DVD titled Motivate Your Mind.  Tom Hopkins explains everything you need to know to protect and improve your mental health and outlook on life.  To win in selling, it’s imperative that you remain optimistic, and upbeat. After all, your attitude is contagious.

Excerpt from Tom Hopkins on Management mp3 series.

Other topics on this program include:

  • Solving the Management Puzzle
  • Effective Recruiting Strategies
  • Powerful Training Techniques
  • Sales Management – The Interview
  • Salespeople — Knowing and Understanding Them
  • Motivation and Counseling
  • Handling Terminations

Full details about “Motivate Your Mind on DVD is at http://tomhopkins.com/p/4204/html

Questions? Contact Customer Service: info@tomhopkins.com or 480-949-0786 (Continental U.S. & Canada)

Why Some Do and Some Don’t Succeed in Sales

Succeeding in SalesFor years a question has bothered me. Coming from failure to a degree of financial success and then becoming a trainer, I have seen and personally experienced a wide range of conditions. I have been very low on money, achievement, and self-image, and have changed all that for the self-image and actual substance of success. What constantly impresses me is how little difference there is between successful and unsuccessful people in intelligence and, very often in how hard they work. Being a failure, or getting by only through long hours of labor is not easier than being a roaring success – in fact, it’s whole lot harder.

The question that has troubled me from the beginning of my training career until recently is this: What is the essential difference between the all-around successes and the people who are all-around failures? [Read more…]

Activity Breeds Productivity in Automotive Sales

What are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years.

Early in my sales career, I identified activities I could do during non-client times that would eventually lead to productivity. I would try to get as many of those activities worked into each day as possible. So, even when business was slow and I didn’t have anyone to talk with that day, I had other things to do that would bring me people to talk with. [Read more…]

Pay Attention to What You’re Thinking About

Rarely do people choose the details of their futures. They choose their daily habits and those daily habits dictate their futures. Re-read those first two sentences several times. Then, think about your daily habits. How are they dictating your life?

  • Are you often rushing in the morning because you oversleep?
  • Is it a part of your routine to search for your mobile phone or keys every time you leave the house?
  • Do you travel through rush hour traffic every day with a sour attitude?
  • During time you plan to work, are you daydreaming about what you’d rather be doing?
  • Do you grab just anything for lunch?
  • Do you catch yourself watching the clock the last 5 to 20 minutes of your work day?
  • How do you spend your evenings?
  • How well do you sleep?

Those basic aspects are part of everyone’s day. It’s easy to fall into habits that may not be good for us. Why is that? [Read more…]