Black Sales Journal

I know that it seems premature to focus on 2012, yet it is upon us.  1^st quarter 2012 is slightly more than a month away, and you are busy trying to close out the 4^th quarter of 2011.

Shortly your manager will say: “What are you projecting for 2012?  I need your numbers!”  You need to be ready for that conversation, but more than that you should do the preparation as it tells you what type of a 2012 you can have.

Between now and the end of the year the management, of your organization, will engage in the following activities:

• Plan 2012 new production metrics
• Plan next year’s revenue from existing customers
• Set your 2012 personal goals and metrics
• Make decisions on manpower in the sales organization

Another reason to start your 2012 planning is that in many industries you do not want to  ‘miss’ the first quarter as this period is instrumental to reaching your annual goal.  Preparation for a strong first quarter cannot start in January 2012, as a matter of fact; it starts here in the 4th quarter.  Even more specifically, it starts now and should benefit you by giving you focus and clarity as to what you must do to be successful.

What you can do is to prepare your production scenarios so that your conversations with your manager are productive and based on fact and logic.  You will stand out from the rest.   It is time to give good thought to next year!

Putting Together a Plan

You should be able to project your 2012 successes within the realm of reasonability, and avoid the “stab in the air” that comes with having no basis for your calculations when asked.

Your plan should be to:

• Project your 2012 success based on your knowledge of 2010 and 2011 in terms of hit ratio and total sales production.
• List your major prospects by month and quarter, with recognition of your chances of success (by percentages).
• Work your formula (Black Sales Journal 2/28/2011 – How Many Prospects Do You Really Need?) showing what you need to be successful and refine the numbers including statistics that are applicable to you and your situation.
• You should estimate your retention of existing customers, and whether they will buy at the same levels

Armed with this information, you would be able to have much more educated estimates as to what your successes will be for first quarter, and for all of 2012.  Knowing your prospects, your basic success rates, and your average account or sale size will lead you to be able to do a lot of wise forecasting.

Your Business Plan

Once you put all of the variables together, you will have the basis to put together a business plan that will show what type of success that you should be having.  Remember that you are doing it for you.  You are taking this excellent opportunity to review your 2010, and construct from this a logical projection of your efforts for 2011.

Many organizations have assistance for you in the form of Salesforce.com, Gold Mine, or other tailored sales and customer relationship management (CRM) software.  Whether they exist or not, your exercise is for you, then you can use it to fill in the blanks for any company sponsored software plan.

Your Business Plan discussion with Your Manager

Every organization is different, so your organization may have a routine in place for your conversation with your manager regarding your ‘plan’.  Most organizations have a process, although timing is not always well devised.

Here is your chance to “put a stake in the ground” on numbers and your thoughts.  Chances are your manager will be looking for higher numbers, and that may mean stretching your numbers upward.  Your manager will be pleased with, and maybe even excited about, your diligence in putting together numbers as they have to give the same requisite thought to the prospects possibilities and abilities of the sales professionals that work in their particular unit.

Benefit “You” First

Some larger organizations have already begun that process.  Much depends on the complexity of the planning cycle.  In medium and smaller organizations, the time is now.

This process is for you.  It may tell you that you have a lot of work to do, or you’re your funnel is replete with strong prospects.  Take a moment to do this exercise for your own benefit, and you will also have fodder for your sales discussion.   Remember to be honest about the prospecting part as it does you no good to plan the prospects for next year while you know that some of the prospects are actually ‘suspects’ (prospects that you doubt can come to fruition).

Be prepared for that conversation, and for the year ahead.

Always be prepared.  Your comments are welcome.

Motivation is an interesting subject.  I believe that it has to come from within, although each of us may need some ‘cheerleading’ it at some point.  Success can motivate some individuals, while lack of success can be the fuel for some others.  Some sales professionals respond to challenges, some to sarcasm, and others to the thrill of being ‘numero uno’.

In my case motivation had to come from within, and could not be ‘supplied’ by a great speaker or a reading.  I did respond to personal pride though.

There are motivational factors that are good and bad, including motivational speeches that stimulate and excite.  My favorite of all time is below, and I hope you will enjoy it.  Note, there is some tough language in this great video, yet it is priceless:

WARNING STRONG POSSIBLY OFFENSIVE LANGUAGE.

I know that the majority of you will never have to endure this type of speech. Although it is great theater it is something you would never forget.  Motivational speeches can come from many angles, and I suppose that some could come from individuals other than the sales manager, as was the case with this screenplay.

Your Sources of Motivation

Whether or not you agree that motivation comes from within, you might also recognize that there is a great following for the sales gurus that would like to create that atmosphere of motivation.  Zig Ziglar is sales motivator who has made millions in his speeches and seminars.  He is world renown, yet his quotes, albeit catchy, and for the most part true, did not do anything for me.  Google Zig and see if any of the quotes and quips do anything for you.

I am not endorsing or criticizing any of these individuals, as I believe that their worth is based on what the listener needs.  As I mention in Black Sales Journal 8/15, Tuning-Up Your Sales Career, I mention that these sessions can be important as you attempt to “sharpen your saw”.

Other motivation can come from reading sales books, online sales blogs, as well as attending seminars that are replete with exciting speakers and content.

When I was selling, there was a more omnipresent form of motivation.  As a single father with three children in tow, the picture on my desk showing the faces of my three children, looking angelic even though they were a handful was the motivating symbol.  This short video will give you an idea of what things could be like around the breakfast or dinner table:

Obviously it was never quite like this, yet the reality is that your family and a desire for the best life you could have is serious motivation.  Wanting family vacations, new vehicles, and a home that you can be proud of provides fuel that is intrinsic and long lasting.  Sales managers often encourage overreaching by sales professionals as it provides a constant motivation that is sometimes dangerous.  This can be dangerous, and can backfire on the sales professional.  I counted on the fact that I could not fail in providing for my children and that was an enzyme that gave me serious motivation.  It was more humble than overreaching, yet effective.

Many of you are in the same situation as you start your families, or raise them to maturity.  You recognize that your family is dependent on you, so as you ‘hit the bricks’ you realize that your motivation is at home.  Your children do not know, or need to know, about the difficult sales environment for a Black sales professional.  Your husband or wife might serve as a good sounding board on that topic, yet maybe you don’t want to burden them with it either.  No one knows it as well as the Black sales professionals who read this journal.

It Gets Real Personal

Know that your skill level is important and you should keep it sharp.  Recognize that the tactics that you use must be honed sharply as your compete with other sales professionals looking to show the advantages of their products and their own attributes.  More than anything else you should realize that the motivations that you thrive on, if they are as intrinsic as your financial and family needs will propel you better than anything external.

Use the external stuff for a finishing touch, and realize that you can find some darn good tips out from these clever speakers well as the benefit of being with those sales professionals who are in the same situation.  Knowledge is everything.

Maybe more than anything else, your probably recognize that I believe that motivation is a personal issue no matter what color you are.  I will also note that pride is an important factor, and provides motivation as well.  Being able emerge as a sales leader even in the face of the obstacles that you encounter as a minority is an accomplishment that few will understand, but is real.

Always be the best.

Your comments are always welcome.