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Managing Sales Goals and Expectations

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As a sales manager, what do you do when you are not meeting your quota? While honing in on more lucrative sales may seem like the best solution, this usually leaves you with missed opportunities and an unproductive staff. It’s important to know that bigger is not always better. Just like investing, a successful business portfolio is one that is diversified. Rather than relying on your top sellers to bank a few major accounts, try improving your prospecting efforts in all areas. Educate your staff, enhance your online presentation methods, and uncover new ways to customize your business solutions.


Take a Different Approach to Your Small Accounts


Just because one small sale won’t drastically boost your numbers, doesn’t mean it’s not worth pursuing. In fact, securing a large number of smaller accounts can be a more effective sales strategy than tackling a few large possibilities. Here’s why:


  • Small goals are great learning tools for your sales team because they encourage individuals to develop presentation skills. It’s a great way to learn about your buyer’s business as well as the ins and outs of your own products.


  • Smaller accounts help you leverage your bottom line, particularly during those low-volume off seasons.


  • Success from small accounts builds team confidence and develops your lower-profile associates.


  • Closing is closing, regardless of account size. Those who consistently perform well do not need to worry about job security.


  • A small sale has the potential to turn into a major permanent account.


How to Prospect Large Buyers


As long as you don’t neglect your small-scale sales efforts, targeting some larger goals certainly benefits your team and your company. Securing a high-income sale is a great way to renew group confidence and reiterate the benefits of your business solutions. Moreover, take what you’ve learned with your smaller sales and apply that to your large-scale efforts.


Keep in mind that larger accounts require dedicated salesmen and a solid strategy. Make sure your sales force knows everything about the prospect’s needs and exactly how your services will benefit them in the long run. Be prepared with ROI projections, timeframes, costs, and answers to other common questions.

Even after securing a commitment from the initial contact, your associate must be able to teach that person how to effectively present your solutions to other internal stakeholders. Furthermore, business executives have no interest in lengthy tutorials. You need tools that help you convey your message with sharpness and power. has some great resources for sales professionals looking to maximize their efforts and present information more efficiently.


Consider developing an online presentation. This eliminates the hassle of learning your lingo, and it gives your client an easy way to share your presentation with the rest of the company. Collaborators can quickly assess the information individually or collectively, and you rest easy knowing all your points are covered. You can even choose to present your proposal using a live pitch and screen share. There’s a reason technology is the right hand of the sales industry.


Remember to keep your efforts directed towards multi-level goals. Teach your associates confidence by providing them the resources and information they need to maximize their prospecting efforts.


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