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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

Competition for new business has never been more intense. Despite lots of traditional sales training, most sales reps have no plan or process to inspect,  assess, and get coached by their teams through their “Must Win” sales campaigns. These campaigns are what guest Jeff Goldstein calls  Big Deals.  When reps fail to qualify prospects, often the big deals fail to close on time and they fail to hit their sales targets.  Everyone loses in this situation. With targeted Big Rock reviews, reps can take action before losing those deals.

Big Sales From Small Numbers

Most of a rep’s deals come from a small portion of the overall deals.  For example, Jeff has found that usually 10-15 deals in your pipe represents 50% of your sales.  Despite lots of deals in a forecast,  reps run out of time when the quarter comes to close.   This makes forecasting a case of art,  science,  and fiction. Most sales teams don’t have a sales system to guide forecasting,   especially important during downturns in the economy.

Win-Loss Ratios can be good. But when they don’t close when you forecast that creates issues with corporate reporting. Often times the deals get pushed out or it goes to a “No Decision”.   No Decisions are really a loss.  The buyers money went to something else.  If you don’t win on the forecast date, it’s a loss.

So how do we fix this issue? It’s  a qualification problem. You may not be able to control when a deal is going to close, but you can control when you say it’s going to close.

Big Rock Sales Targets Review

Consider a structured approach to inspect funnels, assess quality of the sales campaign and then have the team coach one another on how to improve the sales campaign. Jeff recommends two steps:

    1. Rapid Assessment Review – quick review of deals and look for deals that need deeper inspection
    2. Sales Strategy Review  – have the sales team review  big deals that may end up in jeopardy and  have the team coaches the rep

BANT– (Budget Authority Need and Time ) questions are use to facilitate the questions. Each aspect of the deal is questioned and reviewed.

Look Back Question

If you got a call that you lost a deal today, where are the weak spots that you think might be the reason for the loss?”

Asking this question  gives the rep a chance to work on the weakness before the loss. Also to look at the competitor and what they maybe doing to win on their side. Strategize now while you’re still in the game to hit your sales targets.

How To Find Jeff Goldstein

    • LinkedIn:    https://linkedin.com/in/jeffgoldstein2
    • Websites – SalesLeadersOnly.com
    • Handouts, worksheets and questions: SalesLeadersOnly.com /babble
    •  Email  jeff  at SalesLeadersOnly.com

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io There’s nothing worse than seeing solid email engagement, but not booking meetings to continue the conversation with your customers.

Traditionally, sales teams have relied on metrics like email reply and open rates to guide their sales process, but that can be  super misleading. Instead, try this. Measure sentiment, not just vanity metrics.  Using a solution like Outreach can help you understand exactly what your ‘replies’ mean and how you should follow up. By understanding the sentiment behind the email replies, you’ll be better suited to improve your messaging, book 14% more meetings and ultimately close more deals.

If this resonates with you, our sponsors at Outreach put together an awesome eBook about best practices for how to use buyer sentiment to streamline your sales process. Click here for the eBook! 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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