News & Research Archive

Have You Met Your Sales Goals for the Year???

Nov 12, 2007

Itís the End of the Year and

You Have Not Met Your Sales GoalsÖ



Itís November and you are nowhere near your sales goals for the year.  You started the year on a positive note. You created a business plan that you were going to follow that would get you to your targeted number. It is now November and you have no chance to get there.


Herb Agin former Chairman of TCN Worldwide in a sales training meeting once said, ďIf you are a Salesman and are not making at least a six figure income in sales go get a real jobĒ.  As a commissionable salesperson whether you are selling widgets or commercial real estate I agree with Herb. You are choosing not to collect a regular paycheck for a bigger potential payday.


So why did you not make your goals this year?  My first guess is that you really did not follow your plan at all. You meant to but you didnít. You may have intended to make 50 cold calls a day but you didnít. You may have decided to create a mailing campaign to a targeted group of potential clients and then follow-up with them and you didnít. You may have decided to join a series of networking events and you didnít. You may have decided to develop and support a web site campaign and you didnít. 


Good salespeople have bad years on occasion great salespeople never do. Great salesmen are constantly checking where they are in their plan. They are constantly checking and comparing their production to earlier years and finding a way to get to their goals and they do.


So itís November what should you do now?  Lets look at a baseball team that is out of contention what do they do?  In September the San Francisco Giants were out of contention so instead of the old regulars you started to see the new rookies. They played different younger players to see what they had to work with for next year.


As a salesperson you need to do the same. Go back to the drawing board, revisit your plan and see what worked and didnít work. If it worked, plan to do the same thing again next year. If something didnít work or if you never executed that part of the plan decide to either implement it or get rid of it and concentrate on something else.


Remember sales, as a business is pretty simple to understand. The more people you are in contact with on a daily basis the more business you will achieve. You can spend a fortune attending business conferences and buy all the sales books you want but thatís the bottom line if you want to succeed.


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 22 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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