An Easy Trick to Hit Your Sales Goals

The impact of COVID-19 has hit the sales efforts of many hard. Every successful salesperson likes to keep score. And there’s nothing quite as deflating as a scorecard that shows you’re not winning. It doesn’t have to be that way, though. Here’s an easy trick on how you can keep score to make sure your sales goals hit the mark 100% of the time. An Unexpected Method: Easy as 1-2-3 Instead of focusing on one area, broaden your viewpoint. This score-keeping method is based on keeping the score for three different sales targets: Must, Should, and Could. Set your expectations for these sales targets by answering these three questions prior to each sales call: What must happen for this part of the sales process to be considered a success? What should happen if I do what must be done? What could happen if I do what must be done? Step 1: Must The “Must” target is the foundation for your scorecard. It should represent one single activity that’s completely within your control that must occur for this sales effort to be considered a “win” on the sales scorecard. An example would be “Call prospect for an appointment.” If you made an effort to place

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