Imagine that you are halfway through your quota period, but the sales you’ve closed thus far represent just over 30% of your quota number. You’re clearly behind. What do you do?
If you’re committed to attaining your quota number, you knuckle down and do what’s necessary to bring the numbers up. You organize and analyze your sales leads. Then, you step up your activity and do whatever it takes to get back on track. You make the prospecting calls; you ask for referrals; you solicit additional business from existing customers; and you follow up and follow through on every opportunity.
As your activity increases, so do your numbers. And by the end of the quota period, you reach your quota number. Problem solved. But is it?
Halfway through the next quota period, you’re only at 28% of quote—a bit farther behind than the previous quota period. How did that happen?
The answer is quite simple. In the previous period, you addressed and solved the apparent problem, low numbers, by attacking the problem rather than the underlying reason for it. So the fix was temporary. And, because the underlying reason (perhaps, lack of a consistent process for identifying and developing new opportunities) still existed, the problem resurfaced.
When attempting to solve problems, take a “systemic” approach. Learn to look at “problems” as symptoms of deeper rooted problems. Then, focus your problem-solving efforts on the underlying causes and contributing factors to those problems. The solutions you develop are likely to be more permanent.
