Dear Industry Professional,
If you’re brand new to promotional products sales and not yet hitting your sales and profit goals, maybe it’s just a timing thing and eventually you will.
But if you’ve been in the industry for months or even years, and you’re NOT yet hitting your desired levels of sales and profit, it indicates a problem that time is unlikely to fix.
...because as the saying goes, "if you keep doing what you’re doing, you’ll keep getting what you’re getting."
Achieving Bare Minimum
Businesses often set minimum, baseline goals that salespeople need to hit if they want to remain employed.
"Hit these numbers and you get to stay."
Baseline goals are there to motivate the salesperson and protect the business, because if the salesperson isn't hitting even minimal goals, then they are probably not paying for themselves, let alone being profitable to the company.
While some businesses are more patient than others, let’s face it, if salespeople can’t do the one thing they're hired to do — sell — it is very unlikely they’re going to remain employed in that capacity.
Ultimately, everyone’s job depends on the company’s ability to sell it’s products and services. Because if nothing is being sold, no one is getting paid -- at least not for very long.
But let's forget about baseline goals for a moment.
As motivated individuals, many of us want to achieve personal goals which are significantly higher than the minimums demanded by the company.
Because it's our personal goals which allow us to achieve our true desires and objectives.
“If I generate X dollars in sales, I’ll earn Y dollars in commissions which will allow me to live in the home I want, drive the car I want, pay for college for my kids, cover my bills & taxes and provide for myself and my family in the style to which I’d like to become accustomed!”
When it happens, it’s great!
But in our industry, even those salespeople who manage to hit baseline goals, often fail to reach their personal sales goals -- year in and year out.
They want to do better, but they get stuck.
They continue to put in more time and more effort, but they still can’t get to their desired sales and profit goals.
Many sacrifice their time, energy, health and quality of living -- and still fail to reach their numbers.
It’s a tremendous source of frustration and it’s confusing because so many of us have been taught that hard work leads to success.
But if you’ve been targeting a level of sales that has continued to elude you, please don’t make the mistake of thinking that either time or hard work is going to fix it.
That requires a different approach...