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Ask the Coach: How to Get Sales Targets Back on Track

Top coach Claudio Encina is back to answer some of the final questions from the Transform 2017 #supersix, this time on how to get sales targets back on track.


If you are behind your monthly target in the first week, what should you do? – Darin Butcher, Wiseberry Heritage Gorokan

Firstly, put things into perspective; if you are only a week or two behind your target – don’t panic! Sometimes we place huge amounts of high expectations and pressure on ourselves and we become overwhelmed with the numbers.

Stop stalling and decide – You have choices to make every day, so stop with the analysis paralysis. When you feel overwhelmed you freeze and start to analyse everything. Socrates has a wonderful saying: “To move the world, we must first move ourselves”. Each of us has an inner voice that guides our decisions. Take that step forward and look at your goals with what actions and activities you need to focus on. For example, ‘Get on the phone and have 30 conversations per day’– easy to do and easy not to do.

Quit wasting time –We all have 1,440 minutes in a day; it’s what we do with those minutes that allows us to reach our potential, and that’s why some people succeed and others don’t. It’s the little things that seem insignificant in the doing, yet when compounded over time yield big results.

Finally, don’t over think things. Focus on what matters most; everything else is a distraction.

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Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit claudioencina.com.
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