By Ryan Warren, Vice President of Marketing
The yearly sales marathon is more than halfway done, so it's that time of year when you may need to ramp up your sales productivity to hit end-of-the-year projections. Some reps are superstars at this; they're able to push themselves all the way to the end-of-the-year finish line. Their secret? They're in shape. They're able to pace themselves throughout the year and gather sales intelligence early. Now, don't think you can't catch up—you can. The trick is to get out of your comfort zone, mentally zero in on your target and push yourself until the end of the year.
So here they are—five steps you can use to push yourself to hit your sales targets:
1. Determine What's Holding You Back
There can be any number of things that are stopping your productivity. Is there one client that just won't budge? Is your go-to sales approach just not working anymore? Identifying all your challenges can give you insight on your own sales productivity and help you realize the odds you're up against. Pushing through to the end of the year relies on you knowing these barriers.
2. Use the Right Tools
Some of these challenges can be due to not using the tools at your disposal—or not having them at all. If you're unable to connect with your customers, it's probably because you're not collecting customer insights in an efficient way. When running a race, you don't put on sandals—you grab that pair of running shoes that fit your feet like a glove. Using the correct tools properly is one of the only ways you'll be able to stay productive in the time you have left.
3. Do a Little More—On a Frequent Basis
According to the blog Time Management Ninja, creating daily goals that are larger than the day before's can be a great way to start pushing yourself. Time Management Ninja suggested just taking an extra five minutes every day to finish a task or concentrating on making one extra sale a week can ramp up your productivity. Think of it as building your momentum so that you're not struggling in the final stretch.
We all get burned out, so taking some time to yourself can help you recharge and refocus. In a piece for Harvard Business Review, Tony Schwartz, president and CEO of The Energy Project, recommended building up your productivity through intervals. Just like running a marathon, you can only push yourself for so long when you're just starting something new. Try taking a longer lunch break to relax for a while so you're more efficient when you return.
5. Know You're Better Than You Think
Superstars often reach their targets because they know they can. Confidence is key in sales, so if you don't think pushing yourself is a possibility, think again. Recognize that you're stronger than you think, and all you have to do is tap into that power. Getting out of your comfort zone and pushing yourself relies on understanding you can be a sales superstar if you want to. You just need to condition yourself to think that way.
So get moving! Push yourself to make those sales and reach your goals, otherwise you'll be kicking yourself later in the year. Take a cue from your rock star colleagues and leave your comfort zone—you'll thank yourself when you succeed. It may seem cliché, but you can do it!