“Focus on building habits instead of visualizing a lofty goal.” – Jeroen Corthout in today’s Tip 628
How do you focus on your work?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeroen Corthout. Jeroen is the Co-Founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B that’s most popular with agencies and fast-growing tech companies. Here he is:
Jeroen Corthout: Common logic is you set a goal and then you work towards that to reach it. That’s how almost everyone managers, salespeople, all of us think success has made you visualize an ambitious yet achievable number as your goal. And then you start working hard to achieve it.
Truth is humans don’t work that way. We’re not robots. We don’t have infinite discipline and we often have to scramble very last minute to achieve the goal we put forward at the start of the year, because you know, I’ve got in the way of our plans, but how then do we make things happen? If setting goals doesn’t work, how can we humans still achieve greatness? What should we focus our minds on instant? The answer is actually rather simple. It’s the consistent effort to reach that goal.
So little example, if your sales target is 1 million per year, then depending on your business, that might mean closing 24 deals of 42 K in the year, which amounts to 2 per month, 24 divided by 12 is 2.
And if your close rate is about 10%, then that means generating 20 new leads per month, which then if you look at it is about 1 per working day. Now that’s something much more tangible we can commit to. This starts sounding much, much easier. All we need to focus on in the morning actually is starting with getting that one new lead in the pipeline and then work the deals are already in our pipeline. So that in about every two weeks, one of our deals in the pipeline is closed.
This is the magic of focusing your daily sales practice on input level sales quarter, rather than output level sales quota you’re eyeing. We break down a big goal into an achievable goal to reach every day of every week so that we can do consistent efforts to crush your targets. And this actually applies to everything we do in life. If you want to run a marathon, then just go for run, a few set days per week, and increased the amount of time you spend. If you want to read more books, then just set aside a short moment every day to read and read a bit longer. If you’re enjoying it, you’ll get there.
Focus on building habits instead of visualizing a lofty goal. Control the input rather than obsessing about the output or as the is set to the hair slow and steady wins the race.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip! Thanks for listening!