Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
History doesn't always dictate the future
In many ways, we look at historical information to analyze trends and forecast the future. For example, some experts draw parallels to our current economic situation and the Great Depression - including the years that followed. (Although, I believe we are far from the economic impact of that time period.) Following the Great Depression, times were again very prosperous (until that next stock market blip in the late 1930s).
Many sales organizations base their sales goals on their past performance. For instance, a company sales goal might be 10% more than last year's sales results.
This may be a good indicator; however, it is not always accurate. Be careful "banking" on this data. Last year was a strange one for many businesses. As consumers, we experienced this at the gas pumps with prices going from $2 per gallon to over $4 per gallon, and then back to around $1.50 by the end of the year. Some of my clients saw sales decline, while other clients experienced sales growth. One thing is for sure - 2008 is over; it is time to embrace 2009 with a positive attitude, and be prepared to work both hard as well as smart to maximize your earnings. We have a clean slate for the year and whatever happened last year – is now in the past! We must look at the "big picture" and also plot real-time course corrections as appropriate. Focus on your total value, how you benefit your customers, and how you can increase their bottom-line.
What follows is this week's profound statement for you to ponder: What worked in the past may not work in the future, and what didn't work in the past may work in the future. So change it up if you need to, and keep focused on your end goal.
If history always dictated the future, the Arizona Cardinals wouldn't be playing for the NFC championship game next Sunday - and for a spot in the Super Bowl on February 1. Go Cardinals!
Have a great sales week!
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