Dear Lee,

Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions?

Down in the South -

Dear Down in the South,

I am sure that you are familiar with the biblical story about the tiny frail warrior David slaying the Giant, Goliath. If Goliath had been  a man of average height - who would've noticed? Who would've cared.? Remember the bigger the challenge the greater the rewards when you overcome them. Last year when you received your annual quota , did you know immediately that you would be able to produce record setting results. Probably not. What did you do to make it happen?  I am sure that you did not accomplish this record setting feat through luck or osmosis. You obviously put together a winning game plan, right.? Think about it,  what worked? What didn't? 

When David first encountered Goliath, he saw a huge obstacle. However, while Goliath stood idly waiting, David orchestrated his game plan to secure a victory. First ,he hand selected - specific stones which fit his style of fighting. Second, he audibled (had a plan B)  by rejecting the standard bulky soldier armor  and traded it for a simple lightweight attire which allowed him greater mobility and flexibility. Thirdly he assesed his own strengths (he was good with a slingshot) and figured out how he could properly utilize them against his competition. Lastly, he didn't focus on how big the obstacle was but rather, the weak spot. In this case it was the only unprotected area of his opponent's  forehead!

Likewise , you need to find a quiet place away from the hectic office, turn off the cell phone for all incoming calls and like David , orchestrate a winning game plan. Just like you did last year! Secondly, review your accounts and hand select your opportunity portfolio by account , for the upcoming year and be audible ready  with creative startegies that will benefit your clients (i.e. a testimonial video from the clients you sold last year - advocating you, your company and your solutions.) Thirdly, assess your strengths (what are your gifts?),  as well as your company's unique offerings and benefits. Then,apply these strengths to ensure victory over your competition. Finally, focus your efforts on the weaknesses,  pains and opportunities for improved efficiencies with your respective accounts. Unlike David, you have been here before and you were successful. With a good plan there is no reason you won't be on a record setting pace again this year! Good Luck and Great Selling!

For additional Sales/Management questions or to schedule a public speaking engagement,  I can be contacted at  LWNOVAK@COMCAST.NET  or 832 567 8512.. Actual names will not be used without your permission

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