Which Goals?

By Mike Philie
In March 19, 2012

Q1 is quickly coming to a close. How did you do on your sales goals for the first quarter? Whether you were responsible for just yourself or for the entire team, reaching your sales goals has never been more important. What goals were you focusing on though?

The obvious answer is revenue and that should be the top choice. How about the other goals though? How did you do with lead generation, prospect qualification and getting those new appointments? What does your sales pipeline look like? Your level of achievement in these areas may dictate your revenue success next month or next quarter. Stephen Covey said “begin with the end in mind.”

We tend to focus on the short term – billing for this month, number of quotes this week, etc. While these are very important I encourage you to broaden your view to include these other upstream activities. As the market for print continues to change and clients spending trends remain fluid successful companies will expect the sales organization to continually work the sales plan. The goal should include adding new clients and opportunities to the mix. As a sales leader you should stay in front of this and expect, monitor and lead your team to fill the pipeline and capture the business you deserve.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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