The actions you need to take to hit sales targets for 2018
So it is nearly that time of the year again. Not only do you need to think about putting the loft ladder up to get the Christmas decorations down (yes I know it only seemed like yesterday) but its also about now when we all start to think about next year.
How has this year turned out for you? Had a stellar year? If so then congratulations! What I am about to tell you may not be relevant to you but being honest if you have smashed your targets then your probably in the top 5% of businesses.
Research from over 800 Business Accelerator tests that we have had completed in the last 12 months shows that nearly 2/3rds of the businesses who completed the test have not hit sales targets in the last 3 months!
This number doesn’t shock me to be honest because so many companies that I talk to seem to struggle with the whole approach to sales. Sales tend to be something they get around to doing when they have a chance and not an area they focus on.
This time of year, however, makes us all review what success we have had in 2017 and consider targets that we want to achieve in 2018. So let me ask you 3 direct questions?
- Do you set yourself sales targets for the year?
- Are the targets you have in place for 2018 realistic?
- Do you have clearly defined plans in place to achieve the targets?
If you have answered No to question 1 and have not had a stellar year in 2017 then we need to talk. Being blunt then you are very unlikely to ever achieve the dreams you set out to achieve when you started your business. Targets are the route markers on the road to success. How can you ever see if you heading towards success if you don’t know what success actually looks like?
Many of you will have answered yes to question 1 though. You will have outlined or will plan to outline some targets that you want to achieve but the question you must answer is ‘Are these targets realistic’?
It is very easy to say I want to hit £700,000 of revenue next year from the current position of £550,000 but is £150,000 of revenue growth realistic? How many new customers will you need to bring on board to achieve that target? You will not convert every prospect you engage with and so how many prospects does that mean you need to speak with in order to hit those targets?
Lots of business owners set ambitious targets that are quite frankly destined to fail as they have not done the right work initially to see if the targets set are realistic and achievable. This is why we have launched a new guide which I urge anyone creating sales targets for 2018 to read and use within their planning.
It starts from the top of what targets you want to achieve, your average order value, the stages in your sales process and a number of prospects you need to obtain the details of in order to get the results you desire.
Let me be very candid. Picking out random numbers that you want to achieve without going through this process is futile. It won’t work or if it does it will be by complete luck rather than judgement.
If the whole process of sales and achieving the results you want scares you or if you have downloaded this guide and thought ‘I need some help here’ then you need to act now in order to achieve your targets. Doing it in January when the year has started WILL mean you’re likely to miss the first few months of the year and it is then always a challenge to try and catch up!
Albert Einstein said that the definition of insanity is doing the same thing over and over again and expecting different results. So if you want 2018 to be the year when you really achieve your goals then take action now.
I am offering 5 companies the chance to work with me in the next 6 weeks to build a sales plan for 2018 that is realistic and which can get results. I will take you through this guide, work with you to define targets that are achievable for 2018 and then show you what sales and marketing actions you need to put in place in order to get results.
This will involve a day working together to define your plan and then me and my team help you implement the actions required to ensure you get the year off to a good start!
I don’t have the capacity to do more than 5 based on the existing customer commitments I have and so if you KNOW you need some help to make 2018 a better year than 2017 then talk to me. Click on this link and share where you are and where you want the help in order to get results.
I believe in the power of great businesses and great people! Let’s work together in the next 4 weeks and turn the dreams you have of business success into a reality!
Do not make 2018 another so-so year! Make it a success! Make it happen!