How to achieve your Sales Targets by 106%.

 

I did not achieve my target last month, the list of all the things that went wrong is long, but deep down I knew did not do everything right. So I decided to list all the things I did right in the past 8 months that ensured double digit growth in a Country that was undergoing recession.

www.merriam-webster.com/dictionary/target

 

Simple Definition of target. something that you are trying to do or achieve. : a place, thing, or person at which an attack is aimed. : the person or group that someone is trying to influence, sell something to, etc.


Understand the Target, which includes the Strategy.


We all have different targets, as Salesmen we have a Target to achieve Sales but there is a Strategy to achieve this target. A Sales Team can be likened to the Army, The Upper Cadre(Generals) create the strategies of Warfare to be adapted, while the Middle (Captains) and Lower Cadre Execute the strategies to win the War. Not every battle is won, but the ability to continuously strategize wins the War. in Sales, that is why we have Territories, Area, Districts, Divisions etc.

I would like to share techniques to control the results of your Sales Targets

• What is the real goal?
  
  Let's have a scenario that my Target is to sell ₦20,000,000 worth of my Brand which is Raffia Palm oil monthly, I have a Team of 2 Sales Officers and we have 10 Modern trade Outlets.
  
  
  My Area of Coverage is Abuja, Port Harcourt, Lagos and Ibadan.
  
  
  
   
  
  Step 1
  
  
  
   
  
  Identify how I intend to achieve this volume: My resources are limited (I have come to realise that nothing is ever enough, either we have inadequate Human resource, or an Inadequate Material Resource)
  
  
  One Law we overlook in the Sales world is the Pareto Principle
  
  
  
   
  
  20% of your Team deliver 80% Of your volumes.
  
  
  
   
  
  20% of your Customers give you 80% of your Business
  
  
  
   
  
  So how do you allocate your resources?
  
  
  
   
  
  I agree with you, Obviously that Magical 20%. (No sentiments, but you continue to carry the Monkeys)
  

http://myexcelcharts.blogspot.com/

(The link will teach you how to use Excel to determine your Special 20%)

 

Step 2

 

Leading and Lagging Indicators.

 

Salesmen are considered to a little dumb, but we have some smart kids on the block.

 

Lagging Indicators: What you need to do to achieve the Target, achieve daily 25 Sales Call to Retailers to generate Demand (DRAR LOL!), 1 weekly joint visit to top 20% Key accounts, these activities lead up to the achievement of the Targets and are of great importance. So develop your Lagging Indicators to achieve your targets,

        

Leading Indicators: This is the results of your targets Achieve, you remember the Cliché "Medicine after Death" exactly! You cannot expect things to happen if you have not applied input.

 

https://kpilibrary.com/topics/lagging-and-leading-indicators

 

Step 3

 

Joint Customer Planning

 

"What is in it for me?"

Along the years, the Salesman has lost his zing (Not the Salesman's fault entirely)

However, there is a technique that Key Account Managers apply by being part of the Customer from the beginning of each Month. By the 5^th of each month ensure you have gone to your top 20% to resell your Strategy to them. Agree on set objectives, then continue to monitor progress.

 

The Customer will be open to you during the month, and you can always steer the ship to everyone's advantage. The Customer will see you as a Business Partner and not just a salesman. The timing is crucial. Remember your deadline is 5^th day of each month.

https://hbr.org/2012/07/how-to-succeed-at-key-account

(Harvard Business Review article on Key account)

 




    Step 4

Monitoring and Review

 

"Whatever you do not inspect do not expect"

 



All laws are constant.


Crazy Sales tips.