salesmology.com . : uniquely simple sales management

In order to accomplish beating a pre-defined goal for a set period, think of the impact of ” purposely tricking yourself and your team” such that you make your goal for the entire timeframe in a shorter period of time.  I’ll explain how, with the following numbers as an example - a 12 month period from January 1 through December 31 to achieve $1,000,000 in sales.

achieve 100% of sales plan with 20% of your time left…

If the sales plan pays incentive for going over goal, versus paying incentive for each sales dollar regardless of percent to plan / goal then a good way to achieve reaching that $1,000,000 BEFORE the end of December (the twelfth and final month) and avoid the stress associated with getting too close to the Finish Line before getting to the goal, is to move the end date forward.  Simply introduce a reason to make the twelve month, full term goal in less than twelve months - for instance, ten months.  That way, those last two months aren’t spent in panic mode while trying to pull out all the stops to make it to the goal and therefore get paid.  Rather, those two months are spent adding dollars over goal and planning for the coming year - maybe even enjoying the holiday season!

sales-mol-ogy (seylz-MOL-oh-jee) - noun: the science of simplified, practical application techniques and principles for highly effective 2 to 50 person revenue generation teams.