Skill + Do
Your manager is not interested in hearing about how hard you’re working or your hard luck stories. If asking for quota relief, show your manager how you plan your territory for next year.
When the TOP 10% make a play for quota relief, they lead with numbers and facts; they never lead with extenuating circumstances (a.k.a. dog ate homework stories about why that account didn’t spend or why this account canceled their contract).
If you’ve watched the same folks on your team hit their numbers year over year – and you’ve struggled – you may have a good case to plead.
On the other hand, now is a good time to look in the mirror and appraise your skill deficiencies. You don’t want to engage in a conversation about performance with your manager without thought for your culpability.
Examining the facts about how your patch is performing this year compared with your team and the whole sales force is a good exercise, regardless of how the data is used for quota relief.
When you speak with your manager, bring only facts to the table and eliminate all references to others on your team. This is about you, your patch, and your competencies.
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Tomorrow - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
“Everything is negotiable. Whether or not the negotiation is easy is another thing.” – Carrie Fisher
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