How to Build on Successful Months

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A reader writes, "The reps in the group I manage started off strong in January. With the exception of one salesperson, they exceeded their monthly quota. February looks to be as good or better. I've never seen the reps so pumped up. How do I keep the momentum going and the enthusiasm high?"

Congrats on such a strong start to the year.

Timing

January revenue numbers sometimes mislead. Reps occasionally hold orders from one year to the next to ensure starting off the year off strong. Sometimes reps just run out of runway of end-of-year deals. Other times reps experience a rush of business as companies have new budgets.

February usually brings a reality check. The New Year enthusiasm has abated a little bit. Reps begin more of the "day to day" grind of selling.

Monthly Reviews

In March, when meeting to discuss their February performance, you might typically say, "You sold $94,050 against a quota of $83,500 which put you at 112% of quota. Great work."

Of course, this conversation has to take place. Salespeople need to know how they did. But it speaks to the reps past performance. The books have been closed on February. You need to look forward.

Future-Based Discussions

With February complete, look at the averages for the two months. Say, "In January and February your total sales were $183,670 against your goal of $167,000 for those two months combined. You are 9%, almost 10% over quota for the two month period."

From there, move the discussion to March and beyond. Say, "If you sustain this rate of 109%, you'll bring in $1,092,180 against your quota of $1,002,000 for 2019."

The conversation now focuses on: potential, opportunity, the time ahead.

Needs

Tell the rep you want to see them attain this goal. Then ask:

  • To what do you attribute your success to so far?

  • What do you need to keep this going?

  • How can I help you?

  • Has anything been getting in your way?

  • What could potentially slow your momentum down?

Pay close attention to their responses. Use this information to customize upcoming coaching sessions with reps.

Sales Incentives

When you asked what they needed to do to keep the momentum going, one rep might have said, "I have to increase my conversion rate from proposals to sales." Another could say, "I have to continue to prospect. I can't let down on that or I won't have as strong a finish to the year."

Based on what you've learned, create individualized, short-duration sales incentives for each salesperson. Keep the dollar amount between $100 and $250 based on your budget.

Stretch it Out

Yes, as a sales leader you'd be pleased if a rep achieved 109% of quota. But what if the she could do a bit better? Would 115% be possible? Why not?

Tell her a stretch goal for a quota of $1,002,000, would be $1,152,300 (115%). Then ask another round of questions:

  • What do we need to do to make that happen?

  • Which current clients could help make that number a reality?

  • What new prospects could do business with us in 2019?

Move the reps away from thinking about 109% as the end all and be all, to considering 115% as an absolutely attainable goal. People do more of what they already do well.

Final Thoughts

Most of us start the New Year off with high hopes and better diets. As sales leaders, sometimes you have to let the year develop and take shape a little bit before knowing how to proceed. Take a cue from the reps. Let them guide you on how best to provide the needed guidance, support, coaching and motivation for the coming year.