| Author: Leanne Hoagland-Smith
The use of a sales goals worksheet has been around for many years. Some of these sales tools work very well and others not so much.
Possibly this is the time to considered how to work smarter and then work harder when using these types of sales tools?
What would happen if your sales goals worksheet included the following:
- Emotions?
- Critical success factors?
- Resources?
- Talents?
- Obstacles?
Would the inclusion of these five (5) factors allow you to become even more intentional in your behaviors to increase sales?
My most frequent observation when reviewing the standard sales goals worksheet is the absence of emotions. If human beings are creatures of emotions, then why are the emotions, the desires to increase sales not present?
What would happen if you emotionalized the rewards, the pluses, the gains and then the consequences, the minuses, the pains? Sales Training Coaching Tip: The amygdala is the gatekeeper to one’s emotions. New information must past first through this part of the brain before it can reach the neocortex or logic center.
Then if you invested the time to unearth the critical success factors that are required to support your desire to increase sales? Sales Training Coaching Tip: Critical success factors are what are both necessary and sufficient to achieve the goal.
Next considered what other resources you may require to increase sales? These resources may be a mentor, a small business coach to even new marketing copy or information if you are advancing a new solution.
Your talents are also part of your sales behaviors . Each sales situation is different because each buyer is unique. What talents will you need to achieve the goal to increase sales. Sales Training Coaching Tip: Most people do not know what they do well and waste precious time focusing on what they do not do well.
Finally, have you identified all the known and potential obstacles with your sales goals worksheet that may keep you from your desired result to increase sales? Sales Training Coaching Tip: This last factor along with the first factor probably take the longest amount of reflection time.
By improving your sales goals worksheet through the inclusion of these five factors may just be want you need to increase sales through your sales behaviors.
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