Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities | Joel Malkoff - 1387

The Sales Evangelist

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks.

Making Sales Goals a part of your daily activities

• Joel thinks empathy is a priority. It’s a conscious way of selling and it puts the seller in the buyer’s shoes.
• Salespeople need to sell with integrity.
• Many salespeople set short-term goals and become so engrossed with this list they become very self-centered.
• You want to set long-term goals and build long-term relationships because it keeps integrity at the center of these interactions and facilitates trust.
• Look beyond the one-shot sale. This means being able to walk away from the situation if your product or service doesn’t fit. Don’t just focus on closing the deal. Maintain focus on your long-term goals.
• Transparency and full disclosure are very important in sales.

Maintaining integrity

• As a salesperson, you want to present your product the best that you can without misleading people.
• Don’t slam the competition. Focus on putting your product in the best light possible.
• Always look for a way to connect with prospects within your territory. Send them an email, allow them to get to know you, and don’t immediately go into sales mode.
• Sales is more than art and science. You need to learn sales from other people, like mentors, who have a lot of experience to share.
• Sometimes, salespeople set goals that aren’t realistic so they don’t reach them. This is why it’s so tempting to create short-term goals instead.
• Maintain integrity and work smart by looking at low hanging fruit. Understand that referrals and references are the biggest part of your business.
• Be willing to share the customer relationships you’re building with upper management. By doing so, they know you’re still working on building a future even when you aren’t able to reach your goal for the month or the quarter.
• When you sell ethically you’re answering to a higher authority.
• By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit.
• Being ethical is smart for business.

“Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities” episode resources

Connect with Joel Malkoff on LinkedIn. You can also visit his site and get his book, Selling Ethically: A Business Parable Connecting Integrity with Profits on Amazon.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

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This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.