Sarah is a salesperson working for Jupiter Products, Inc. (JPI). Kevin is a salesperson working for Galaxy Products (GP). Both Sarah and Kevin carry an annual sales quota of $2M. Both companies follow a calendar fiscal year.
The month is March, the end of the 1st quarter for both companies. Amazingly, both Sarah and Kevin have sold approximately $250,000 this quarter. Their sales are tracking behind the pace needed to achieve their annual quotas.
I (Phil Whitebloom of BeenThere Consulting Services https://BeenThereCS.com) have been hired by JPI and GP to be the sales coach for Sarah and Kevin. My job is to help them to achieve their quotas and develop an opportunity funnel so they can grow their businesses next year and beyond.
On the surface, this should be a snap. I have two different clients in exactly the same place. One solution takes care of both. “Not so quick, Mr. sales coach. You know better.”
The discovery meeting
In conducting a discovery meeting with both companies, I learned Sarah and Kevin not only sell different products, serve different markets and support different applications, but their products are priced dramatically different from each other. Kevin’s products sell for $5,000 each. Sarah’s products sell for $25,000 each.
To keep this lesson significantly less than 50 pages, those will be the only variables we work with.
The approach
As you can immediately see, although both individuals have nine remaining months to sell $1,750,000 in products, the effort required is going to be different.
Chasing dollars is very difficult, because in meeting sales objectives, not all dollars are equal. So, let’s make it simpler and manageable.
Convert dollars to units
Kevin: $1,750,000/$5,000 = 350 units
Sarah: $1,750,000/$25,000 = 70 units
Break units down by months remaining
Kevin: 350/9 = 39 (rounded)
Sarah: 70/9 = 8 (rounded)
Break units down by weeks per month
Kevin: 39/4 = 10 (rounded)
Sarah: 8/4 = 2
An entirely different vision
Before we went through this exercise, Kevin and Sarah were staring at a very large $1,750,000 needed to be sold by year end. It is understandable why they would be stressed and a bit overwhelmed. As a result of breaking-it-down, Kevin now needs to figure out where he is going to sell 10 units per week and Sarah must sell 2 units per week to achieve their respective $2M per year quotas. These are much more manageable targets, where detailed short-term actions could be implemented and measured. Thus, allowing for momentum and real-time decision-making.
Sales Coaching for success
As their sales coach, I have created tools so they could track and have a clear real-time vision of their progress to date and what remains to be done. It is difficult to plan on revenue by customer. It is easier to plan on how many units will any particular customer most likely need and purchase. This process works equally as well for those of you who sell services and those who deal with clients.
With this knowledge in hand, we can proactively plan and prioritize prospects and opportunities. There are many variables that we will map out and measure on a weekly if not daily basis. All along making adjustments when and where necessary to hit your financial targets. Thus, allowing you and your company to make more money and move closer to achieving your most important goals.
Contact Phil – Phil@BeenThereCS.com
If you would like me to help you and your salespeople to meet and exceed their sales objectives, send me an email. Visit my website https://BeenThereCS.com to learn more about we help businesses and individuals.
If you think you need help, you do need help
Don’t wait to get your sales on track. In selling there is always a destination and time is always moving forward. As you get closer to that destination, each day that goes by leaves you with fewer selling days to achieve the sales you need to be successful.
BeenThere Consulting Services has the experience, knowledge, and resources to get your sales results on track and keeps them on track. So, when you reach your fiscal year destination, you have met or exceeded your sales plan. Contact us today https://BeenthereCS.com/contact-us/.
I want to hear from you
Tell me about your best success stories, the challenges you faced, and how you overcame them. I always love to hear from you and appreciate your comments and stories. Send me an email, Phil@BeenThereCS.com.
ABOUT PHIL WHITEBLOOM
Phil has been in sales and sales leadership for over 40 years. He is a multiple award winner and has helped customers such as Fortune 500 companies, U.S. and local governments, institutions of higher education, houses of worship, television/radio companies, and more. Along with his sales teams they have solved thousands of problems, and generated billions of dollars in revenue. He is also known as a strong leader, boasting diversity and employee retention.
The BeenThere/SoldThat Podcast
Join Brianna Hendley of Achievant Business Coaching https://achievantcoaching.com and Phil Whitebloom as they cover sales and business-related topics designed to build your skills and increase your knowledge. Their mission is to provide you with takeaways to help you achieve your goals and dreams.
Click on this link to listen to the Been There Sold That Podcast. Or search Been There Sold That Podcast on your favorite podcast platform.
Beth V. Walker is another great person who cares deeply about others and works with Honorée and her team. She has written a fantastic book, Buying College Better, and it is available now.
The other side of selling is buying. One of the largest buys many people will ever make is that of going to college. It is an expense/investment that is so great, graduates enter the workforce with tremendous debt. The government had to step in to relieve the pressure on so many.
My friend and author, Beth V. Walker, has a solution. She has published a book called Buying College Better. It is never too early to start planning for college. Start your college planning by reading this book.
Achievant Business Coaching, Your GPS to Success
Brianna Hendley, the founder and CEO of Achievant Business Coaching has a wonderful program underway. Do you want to accelerate your success? Click below to learn more.
You Must Write a Book
Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links: YOU MUST WRITE A BOOK 
BeenThere Consulting Services, LLC
BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.
No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.
• One-to-one coaching: Custom programs designed to meet client’s needs.
• BeenThere Sales Coaching Hour: Group Coaching focused on specific topics and skills development.
• BeenThere/SoldThat Mastermind SB: High-end group coaching for small business owners, where members work together to solve problems for themselves and others.
How to contact us
To determine which program will work for you or someone you know, contact us at
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