Targets Are A Part Of Everyday Life

 

As Promised, this week we will be focusing on that dreaded phrase - 'Meeting Targets'.

We will look at the following;

1. Overcoming The Psychological Trauma That Comes With The Word 'Target'

2. Dealing With Unrealistic Targets

3. Setting Realistic Targets

4. How To Meet Your Targets

The word 'Target' has become such a psychologically terrifying word to so many sales people that no sooner do they hear it and they instantly more or less shut down all barriers. In other words not only do they fear not meeting them, but they also believe the targets are impossible to meet. For the most part the battle is lost before it even begins.

But the fact is we set ourselves targets throughout our lives.

Targets to;

- get married

- have children

- build / buy a house

- start a business

- schools for our children

The list is endless. Our lives are a continuous set of targets.

Therefore setting or being given targets for Sales / Revenue shouldn't be such an anathema to you.

Targets aren't so awful. They're a natural and necessary part of every day life.

What If They Don't Hold?

Who's the bigger clown - Fani Kayode or Ayodele Fayose?

Every time I read about or listen to Fani Kayode's comments these days I find myself thinking;

'Is this guy okay? Isn't this the same person that was abusing President Jonathan and the PDP just a year ago? Does he really think we're that stupid??'

The phrase 'a good name is better than silver or gold' comes to mind.

I find it amazing how these guys can say one thing today and another tomorrow - for 30 pieces of silver.

But what's really sad and irks me to the core is that they know they will get away with it.

Why?

Because we the electorate always simply sit on our backsides and do absolute jack! These guys understand the electorate all too well. For, rather like sheep, we are a people that simply do as we're told and grumble quietly.

So maybe we actually are that stupid!

Yes - every now and again we protest on the streets. But after a few days (week or two at the most) we cower back to our homes as a result of our foul dislike of the slightest inconvenience.

As for Fayose, all I can say is that he has become a monumental embarrassment for those of us that hail from Ekiti state. Shhhh....please keep that quiet.

But the ludicrous antics of Fayose and Fani Kayode are not what I want to talk about today.

Today I want to talk about why I'm getting a little more anxious every day; why I'm more than a little concerned about Nigeria's future.

Ongoing events suggest that there is a very real possibility that the 2015 elections will not hold at all.

One particular matter that concerns me is that of the INEC Chairman. I suspect it's only a matter of time before the government accuses him of some form of gross misconduct.

The president's statement on Aljazeera a few days ago was a somewhat loaded one. He said;

 'You cannot change an officer, except the person has done something wrong.'

Hmmmm.... am I the only one sensing that it is only a matter of time before Jega is found to have done something wrong???

A vacant Inec Chairman seat just weeks / days before elections provides the sitting government the perfect opportunity to postpone / cancel the elections.

So what happens if the elections are postponed once more - or even cancelled?

Let's be under no illusions. If the elections are postponed or cancelled then we are clearly under an autocratic dictatorship once again; more or less forcefully enslaved by a government that refuses to budge - whether we the electorate like it or not.

But is it though?

Is this government really that autocratic?

Or is it just taking advantage of a very docile and self centred electorate?

Sales To CEO

                                                                                                                                                                           There is a rather negative perception of the Sales Profession in Nigeria. There are two underlying factors behind it.

1. Sales isn't seen as a profession, but something that 'cowboys' and 'hustlers' do.

2. Many companies are not willing to invest the necessary resources to develop dynamic and successful Sales teams; and as an indirect consequence tend to put the wrong people in their sales department.

And yet, many of the world's top CEOs, Businessmen, and Billionaires started in Sales.

Steve Ballmer - CEO, Microsoft, 2000 - 2014

Carly Fiorina - Managing Director, Hewlett Packard, 1999 - 2005

Alan Sugar - Business Magnate, Political Adviser, Media Personility

Richard Branson - Founder, Virgin Group

Aliko Dangote - Chairman, Dangote Group

They all began their illustrious careers by selling a product / service.

They all have similar traits / attributes.

1. Vision

2. A Strategic Mind

3. Knowledge

4. Ability to Handle Pressure

5. Leadership Skills

6. Diligence, Drive, and Determination

7. Courage and Belief

Contrary to the perception in Nigeria, when approached properly, there is no greater preparation for leadership than the Sales Profession.

Next week we will be looking at 'Handling Pressure' and 'Meeting Your Targets'.

Three Sales Tips for Succeeding During An Economic Downturn

 An economic downturn has a tendency to test the authenticity of relationships - be-it business, or romance / love; and when it does, we at times panic, or react uncharacteristically.

In the business environment it is important to remember that downturns come and go. They do not last forever.

So keep your eyes focused on the big picture- Building Trust and Building Relationships.

To do so Consistently and Effectively, stay focused on the following;

1. What your Customers Desired Objectives are, and how you can help to achieve them.

2. The Performance and Development of your products and services; are they satisfying customers' needs?

3. Continue to Build Relationships. Focus on the Big Picture.

Four Ways To Effectively Apply Sales Psychology During An Economic Downturn

 This is not about tricks and mind games.

What we're talking about here is Building Long Lasting and Mutually Beneficial Relationships based on Trust.

1. Self Worth - always remember that you're a very vital cog in your company's wheel. No company can survive without revenue.

Why is this important?

Because one of the first things to go during an economic downturn is Confidence. Bear in mind at all times that you are vital to your company's success.

2. Forget about what you're selling and focus on what Customers / Clients / Prospects are going through - their challenges and problems etc.

Ask them how things are going, and listen to them. Genuinely care about their success, prosperity, and peace of mind.
By so doing you are subconsciously telling them that you've got their back, and that they can trust you. Trust will always lead to more business.

3. Help them (Customers / Clients / Prospects) to figure out how to overcome their challenges.

4. In depth understanding of your company's products and services - The more depth of knowledge and understanding you have, the better your ability to Cross Sell, resulting in a far better chance of helping Clients / Customers / Prospects find Solutions to their problems /challenges.

Your aim is to Consistently Add Value by helping Clients / Prospects achieve their desired objectives.

Maximising Sales During Periods of Economic Uncertainty

During periods of economic uncertainty and financial constraints, the first thing we usually do is tighten our purse strings. We eat out less, shop less, travel less; we even date less.

Why?

Because we want to reduce our costs. We want to save the pennies that we have for the things that we actually need, as against those things that we would love to have.

The same goes for businesses.

During periods of financial constraints, the first thing businesses do is reduce costs to a bare minimum. Presently the most common phrase being bandied around is 'austerity measures'.

But fear not. This doesn't and shouldn't spell doom and gloom for Sales people or Business owners.

A friend of mine who is an executive director of a multi national institution, made the following statement during a conversation a couple of months ago;

"Interestingly, many consultants make their most money during periods of financial constraints. Because they focus less on what they want, and more on what their customers need."

Evaluate your clients' / customers' needs.
Put yourself in his or her shoes and ask yourself the following question;

'What are the necessary things I must do to keep moving forwards?'

By doing this you will be able to think from your customers point of view, and figure out how best you can serve your customers and your prospects.