Many leaders and managers, especially in sales, have this thinking that the sales target for every salesperson should be about the same as the industry standard. The truth is that it is not even close to the average!
Most people have this mindset that they can only achieve THAT much. Hence, when they believe that they are able to achieve X amount of sales per month, most of the time they will reach the figure based on their set amount. The manager and leaders will also take this as normal and are happy with what is happening.
However, 80% of them, who do not have a vision or even believe in themselves, will not even come close to 50% of their target. The other 20%, who have a vision and believe that it can be achieved, will be able to achieve their goals, usually with minimum effort.
Here’s the problem
They do not know how much they can really achieve; they do not know how much further hey can stretch. Whatever the manager told them initially, that is what they will believe and use as a benchmark.
Many have this problem, as they have set a certain standard for themselves. Some will say that they can only sell items that are $500.00. Hence, they will not be able to handle products and services that are valued in the thousands or even tens of thousands of dollars. Some will say they can only sell this total value per month; anything more than that, they will not be able to achieve. And even if they do achieve the amount before the month’s end, their body and mental engines have already switched off.
I remember, many years ago, there was a sales lady who was working with me. Her monthly sales were about $5,000, and apparently, she was pretty satisfied with how she had performed. However, after I guided her through the next few rounds, I transformed her thinking and raised her standard higher so that her $5,000 became so easy that she started to sell more than $5,000.
Here’s what I did: I raised her standard from $5,000 to $50,000 per month. At first, she felt it was impossible; in fact, any logical person would say that I was mad. However, I had previous experience that it could be done, and I knew how to do it.
I showed her how to do it faster and more effectively. With examples and proofs, I showed her how, by doubling her contract value and filtering away “low grade” clients, she would be able to talk to more qualified people and sell more contract value. Hence, making $5,000 seemed to be peanuts for her! She laughed at herself for being previously satisfied with only $5,000 in monthly sales.
What was her result? She achieved $62,250 sales within the next month compared to her previous mediocre sales amount. With that kind of interesting sales figures, her take-home commission was many times more than any normal salesperson for almost a year. She was laughing all the way to the bank….
The Stretching Method:
To ensure that this stretching method works, you should have a fairly good relationship with your employees who are working with you, as trust and communication are very important. Your employee needs to believe that what you say is potentially possible (although the initial response will usually be that it is humanly impossible), and if they have any problems with the process or methods, they should be able to approach you and ask you questions without any fear that you will be reprimanding them. In this way, the employees will be able to ensure they are headed in the right direction and be able to go towards the target with maximum guidance for maximum results.
Achieving more sales is very possible if you know what to do and how to do it. Also, you must throw away all the old beliefs and traditional standards you have set previously and be open to new ideas.