Met Your Sales Quota for 2017? Now What?
At this time of year, most sales reps are feverishly working to close a few more deals before December 31st.
But perhaps this isn’t the case for you. Maybe you are one of the lucky ones that has already hit their quota for the year.
(If you’re using Spiro, the AI-Powered CRM that helps you reach more prospects, increase your deal size, and close more sales, than this probably applies to you.)
So what do sales reps that have already exceeded their goal for 2017 do now?
Here are 7 things to do if you’ve already met your quota for the year:
1. Start Prospecting
Now is a great time to start building up a prospect list for 2018. No matter how great the leads are that come from Marketing, reps should also be doing some of their own prospecting.
Look at your current customers that you have has success closing. What are their job titles, industry, company size. Then take some time to search LinkedIn to find prospects that also fit into that ideal buyer persona.
2. Research Your Competition
It’s always a good idea to be aware of what your competition is doing. Check out what features your competitors are highlighting, and then try to pinpoint how your company’s products or services have some differentiating benefits.
Customer’s typically look at more than one buyer before they decide to purchase, so you have to be able to articulate how your company is different than the rest. And if your competition is doing something that works, make note of that and learn from it. After all, imitation is the highest form of flattery.
3. Build Rapport
Relationships take continuous work. It’s true in marriage, and in sales! Take the time to put some energy into building upon an existing relationship with a current customer. Even if they aren’t up for renewal for another 11 months, you should still keep your name fresh in their mind.
And the holidays are a perfect excuse to send a quick email to all your customers, extending your warm wishes for a peaceful holiday and successful 2018. No sales pitch, no ask, just a holiday greeting. Be sure to tell them how much you appreciate them as a customer.
4. Work on Getting Referrals
If you’ve already hit your quota for 2017, I’m sure you have a lot of pleased customers. And those people are perfect targets for generating referrals. If your current clients are happy with the product or service you’ve been delivering, ask them to make a few connections for you.
People are generally interested in helping you out by referring some business your way. If they aren’t keen on personally introducing you to potential clients, then ask if they would give you a quote or two that you could use as a customer testimonial in future sales pitches.
5. Network Within your Company
When you are working to get your foot in the door at a prospective company, do you look to your co-workers for connections on who they may know? You’d be surprised on how many times someone within my company had a personal connection to an organization I was trying to sell to. And the only way I found this out, was by asking.
Make a list of your top prospects for 2018, and then ask around to see who may know someone on the inside. A coworker down the hall may have a lifelong friend in the C-suite of a company you are looking to sell to. Take some time now to build connections for 2018.
6. Prepare for Sales Kick-off
Most every sales organization has their sales kick-off in early January. The most successful kick-offs are well organized, have a clear objective, and are able to actively include every single salesperson in the organization.
Be a team player and approach your manager to offer your assistance on preparing for your Sales Kick-off. Maybe management would like some success stories to share with the group on closing difficult deals, or helpful sales calls tips. Proactively be involved to get the voice of the sales reps including in your kick-off.
7. Get Yourself Organized
Want to get a head start on 2018? Then get organized now! Staying organized is a constant battle, but I can tell you from experience that the more organized you are, the bigger your commission checks will be.
There are lots of great, cost-effective solutions out there that can help you stay organized. Spiro, for instance, uses artificial intelligence to recommend which of your prospects you should call each day so that you will have the highest likelihood of turning it into a closed deal. Start 2018 off on the right foot with Spiro.
