First Month Gross sales Objectives Intestine Examine (Cash Monday)

Podcast: Play in new window | Obtain | Embed

Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Electronic mail | RSS

On this primary Monday of the second month of the yr, it’s time for a intestine test. First we have to test the place we’re towards our new yr targets. Subsequent we have to take inventory of our first month gross sales efficiency and make changes.

We’re just a bit greater than 30 days away from our new yr intentions, resolutions, and targets. A month in the past, we set out into the brand new yr with hope and ambition that this yr could be our greatest ever and that we’d make constructive lasting adjustments in our lives. 

It’s Straightforward to Slip Off the Observe

You’ll keep in mind that self-discipline is sacrificing what you need now for what you need most. However as time goes by and sticking with new habits will get more difficult, it’s simple to neglect what motivated us to make the adjustments within the first place. It’s simple to let down our guard and return to our consolation zone.

The farther away we get from our intentions, the extra seemingly it’s that we permit our self-discipline to slide and get off observe. It’s simply human nature. 

Small Slips in Self-discipline Can Add Up Rapidly

Let’s say you kicked off the brand new yr decided to have your finest gross sales yr ever, and also you knew that meant filling your pipeline every day by getting Fanatical about Prospecting. However upon reflection, you understand that days have handed because you picked up the cellphone, knocked on a door, or talked with prospects. 

You’ve been making excuses to keep away from the very actions that transfer you nearer to your targets.

I’ll admit that it occurred to me simply this previous week. This month has been continuous journey — 12 flights, 10 cities, 8 keynotes, 5 full days delivering coaching to gross sales groups. Towards the top of the week I acquired drained, made excuses, and let my train and vitamin routine slide. 

This was one thing I promised myself I wouldn’t do when the yr began. I do know that if I don’t cease proper now and recommit to my targets, then there’s a good probability that I’ll proceed down this detrimental path — as a result of it’s simple.

Revisit Your Objectives and Resolutions

That is precisely why NOW is an effective time for a intestine test and a glance within the mirror. Pause and carve out time immediately, to revisit your targets, resolutions, and intentions. 

Sit down and take into consideration what you determined to realize again in early January. Visualize what it was that motivated you. Image what you need most and the place you wish to be on the finish of this yr. 

Return and re-listen to the Cash Monday episodes on constructing a private marketing strategy, reflection vs. remorse, and why private targets are important for gross sales self-discipline.

Then recommit to your targets. Keep in mind the emotions you had if you set them, and make an intentional resolution to get again on observe.

Consider Your First Month’s Efficiency In opposition to Your Gross sales Objectives

Subsequent, step again and consider your first month’s gross sales efficiency. As you do, you’ll seemingly discover considered one of three eventualities:

1. You Crushed It – You had a killer month and blew your targets out of the water.
2. You Had been Common – You hit quota or did “okay,” however you understand you’re able to a lot increased efficiency.
3. You Bombed – You missed your quantity and ended the month worse than you hoped.

Nice Gross sales Month

If You Crushed it, and also you’re on the highest of the rating report implausible, congratulations!

However be very cautious to not let off the fuel. It’s seemingly you labored very laborious final month to realize these outcomes. There would be the temptation to take a breather. 

Belief me, in the event you do, this complacency will come again to chunk you. 

Now could be the time to recommit to doing the exercise that fueled your success final month so that you don’t find yourself with a lackluster February and a disastrous March.

In different phrases, you’ve set the inspiration for an enormous yr, make the most of what you might have completed and maintain the pedal to the metallic!

Common Gross sales Month

In case you had a mean or simply OK month — possibly you hit quota, possibly you got here shut, however you understand you’ve acquired extra within the tank — then it’s time for some sincere self-reflection.

Ask your self:

•  What held you again from greatness?
• What might you might have carried out otherwise that might have resulted in increased gross sales productiveness?

Perhaps you wanted to prospect tougher. Maybe you might have pushed a bit of extra to get a few of your pipeline alternatives to shut. It might have been that your pipeline wasn’t sufficiently big from the beginning, and also you ended up scrambling to make your numbers; however, in any other case you probably did every part proper. 

It’s okay, you haven’t harm your self. You might be nonetheless in a very good place to have an ideal yr. However you’ll must determine your efficiency gaps and plan to beat them in February. 

This can be a good time to take a seat down along with your coach or mentor, breakdown your efficiency, and get steerage on the place you may make tweaks and get higher. 

In case you don’t have a coach and also you wish to discuss with somebody go to https://salesgravy.com/coach to get assist. 

Unhealthy Gross sales Month

In case you bombed, in case your month was downright terrible, you then’re going to want to maneuver quick to make changes. 

Getting behind the eight ball initially of the yr isn’t any enjoyable. You don’t wish to chase your tail for the remainder of the yr. 

The bottom line is taking constructive motion now. Fairly than dwelling on the negatives — which is tremendous simple to do — pull your head up and begin breaking down what occurred. 

Empty Pipe

Did you might have an empty pipeline, so that you had nothing to shut? That occurs to lots of salespeople within the first month of the yr. Return and hearken to the The best way to Repair an Empty Pipeline Now Cash Monday episode from just a few weeks in the past. Use that lesson that can assist you repair the issue. 

Closeable Alternatives that Pushed

Had been there closable pipeline alternatives that merely pushed into this month? Ensure you’re on high of them so that they don’t vanish for good. But in addition be sure to have the pipe to cowl this month so that you’re not solely relying on final month’s leftovers.

Shortcutting the Gross sales Course of

Is it potential that you just may need been skipping steps within the gross sales course of? It will usually occur when you’re in a determined and burdened emotional state. This can be a massive clue that it’s time to get again to the fundamentals and fundamentals of promoting— and get disciplined about following a confirmed gross sales course of.

This can be an excellent time to take some programs on Gross sales Gravy College and browse (or hear) to books like Gross sales EQ that may make it easier to dial in your gross sales course of.

All of us slip. All of us make errors. Self-discipline can waver, particularly as soon as the preliminary pleasure of a brand new yr fades. However you might have the facility to step again into your resolutions and do the every day work required to realize your targets.

Whether or not you crushed it, coasted, or crashed, the important thing to getting February off to a robust begin is to recommit.

Make the choice — say it out loud: “I’m going to be higher in February than I used to be in January.”

Need assistance setting profitable Gross sales Objectives? Try our FREE Purpose Planning Information