Tweet

Focus on Revenue

Written by: Dave Kurlan

Article Overview: The first item on the list was "Focus on revenue, not the economy". You'll get what you pay attention to. If you pay attention to how bad things might become, you'll get lots of bad results. If you pay attention to how well you must do, you'll get good results.

Focus on Revenue

We're about to enter the final quarter of the year. This is the time when salespeople evaluate their year, determine if they're on target to goal, and what they need to do in the fourth quarter to be where they need to be. This has been a tough year for a great percentage of salespeople. Whether you were directly or indirectly affected by the financial crisis, you're probably looking at making up some ground in the fourth quarter despite a very unstable economic outlook. There are many things that you could do to impact your fourth quarter, and a lot of them are bad things. I'll point out twenty things that you should do:

Focus on revenue, not the economy;
Focus on new and existing business, not problems;
Be more aware of put-offs and stalls than ever before - they're not promises;
Program yourself to be rejection proof - you'll need it;
Program yourself to be more assertive than ever - you'll need that too;
Force yourself to ask more questions - and not make presentations before you've reached 3rd base;
Force yourself to ask good, tough, timely questions;
Force yourself to thoroughly qualify all opportunities;
Force yourself to prospect;
Ask for referrals and introductions but give something in return;
Stuff your pipeline, work your opportunities and when it's time to close, CLOSE!
At closing time, don't give up;
Don't get discouraged;
Don't get frustrated;
Do get angry (only with yourself)
Do expect more of yourself;
Get to the right people;
In major accounts, find the chauffeur;
Be more disciplined than ever before;
Live up to your commitment to yourself and your company.

The first item on the list was "Focus on revenue, not the economy". You'll get what you pay attention to. If you pay attention to how bad things might become, you'll get lots of bad results. If you pay attention to how well you must do, you'll get good results. In order to support that focus, you must be passionate about it, committed to it and work the plan. There's no magic, just the difference between those who are committed to doing what it takes right now, and those who would prefer to use the economy as an excuse. Great salespeople don't make excuses.

Related Articles
  Increase Revenue Ideas,Increasing Revenue
  Sales Management Training Tips: Sales are down. What can you do?
  Sales Training London How Do You Make Money When You Lose the Sale
  Is $100,000 a Lot of Money to You?
  Startups and the Dilemma of the First Sales Hire

Article Tags: chauffeur, closing time, economic outlook, economy, financial crisis, fourth quarter, introductions, magic, many things, pipeline, proof, referrals, rejection, salespeople, target, time don, timely questions



Related Forum Posts
hiring an employee - You may want to consider contracting out instead of actually hiring. Some factors to think about if you hire someone as an employee and you put them on payroll you will be required to pay CPP and EI, as well as deducting CPP, EI and Taxes from their paycheck and remitting them to Revenue Canada. So you will need to 1. Register with Revenue Canada so you can make the remittenances 2. make sure you keep really good track of these deductions 3. it you don't have the time to do payroll you may need to hire a bookkeeper. or you could contract out the hours that you would need an assistant. The would be able to work from their space or your office. There is another option that you might want to consider some of the community centers offers training programs for new immigrants or anyone wish to change professions some of these programs require that they offer their services for 6 or 8 weeks (no charge to the employer). If you need someone short term this may help you and provide extra training for someone else. Microskills is one of the Community Centers that offer such programs. they train customer service personal, bookkeepers.
Ad reveue sharing - Hi Evan, I see a new link for Ad Revenue Sharing - on Firefox this is killing the layout.
Setting up Revenue Sharing Program - Hi Martin I know it must be confusing going through the process of setting up an advertisement when you're not actually going to use it, but it's how it seems to work. For anyone else who has problems with this process, simply follow these instructions courtesy of magnify.net and make sure you have created your Adsense Account and it has been approved. To create a [i:1b5dm29n]new channel[/i:1b5dm29n], go the main AdSense web site, login and click "AdSense Setup", then "Channels", then "Add new custom channels". You can call your channel anything e.g. evancarmichael.com To discover the [i:1b5dm29n]channel number[/i:1b5dm29n] (so you can paste it into the Evan Carmichael Revenue Sharing Program) that has been assigned to your new channel, click "Products" and "AdSense for content", then create an ad (Just hit next, next, next until you reach Get Ad Codes) using your new channel and copy the number from the line that says "google_ad_channel = ". Now enter that number into Evan Carmichael Revenue Sharing Program and you'll be setup.
Re: Quote of the Day - ?"Where focus goes energy flows." - Tony - Focus on a single task, eliminate millions of disractions
AdSense revenue sharing - Hi Andy - it's the Google AdSense ads. If you click on the Setup Revenue Sharing button at the top beside your profile button you can access it. The ads are shown at the top and bottom of almost every Forum page.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Four Secrets to Earning Income as an Author

Resolving A Conflict Between Two Sales Staffs

What If You Had a 100% Success Rate?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.