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After selling for over 50 years in the technology sector, I have found that certain rituals at the beginning of the year can make all the difference between making quota and achieving bonuses. When you are working on your prospecting, some of these selling techniques can make the difference from an ok year, and a great one. I’m always personally striving for that great year, and train my team with the same philosophy. Strive for greatness daily, improve upon your selling technique when you can, and always move forward.

We instill these planning tools daily into all our projects and our professionals. It doesn’t matter if we are going over types of selling techniques or building a selling thesaurus to build our teams business vocabulary, it’s always about growing and learning to be stronger in the field.

Simple math combined with an absolute commitment to overachieving can virtually guarantee success.

Step 1: Look at your quota and add 40%. (Example: if your annual official goal is $1 million, make it $1,400,000. This gives you a cushion and also a goal for overachievement.

Step 2: Divide the quota by number of weeks you have remaining (if 50 weeks, that means you need to achieve $1,400,000/50 – $28,000 per week = $5,500 per day.

Step 3: Identify all the ways you can achieve your selling goals: Cold-calling, nurturing existing accounts, 3rd party referrals, multiple offerings you can sell (services, products, etc.)

Step 4: List the sell-cycles for each offering – start the year with the longest cycles combined with short ones so that you can generate instant income. But don’t want until the end of the year to address the long-cycle items.

Step 5: Make a complete list of your allies who can help you achieve awards: Overlay reps, website traffic, etc.

Step 6: Select your targets when you are selling — list them by ‘propensity to buy’ and ‘likely needs’. Use your history from last year and that of your colleagues to determine the best approaches and strategies.


Stay to quota. If you fall short one week, overachieve the next. Don’t assume fate or luck will be on your side or make a difference in your selling. Discipline and mathematics can be your best assets. Work on your selling techniques regularly and never stop moving forward to your goals.

CEO , OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.
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CEO , OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.

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