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The soft strategies that go a long way in achieving the 100+% target per month
1. Conduct “team building exercises”
Take your team out for a drink. As a Sales officer remarked – “One beer, target full year” 
Business conversations to be avoided in such outings.
Conduct Key customer “meeting-eating” sessions once in a year.
2. Follow-ups, Meetings
Spaced out over the month else your team would think you are stalking them! A meeting of the entire team once in a month is essential. This helps the team members evaluate their performance vis-à-vis their counterparts- a single forum to address doubts, give and take inputs from each other.
3. Act as the Shield
When in the right, defend your team from higher management. After all, you are responsible for the actions taken by your team members. The buck stops with you.
Steps 1,3 result in Loyalty from customers and your team. They would be inspired to do their best for you.
Step 2 keeps the team on their toes, a reminder of the distance to be covered.
Month End is not a pretty time in sales.
The Golden Rule in Sales – “There is no tomorrow, only today!” How I hate that phrase. Ridiculous in its transiency.Especially when we talk about sticking to the “system” through the month and fall out in the end.
Haggling with stockists – “Madam, we need to live!”The pity of it all. Doubts on whether it is “right” to upstock the chap more – “O this guy can afford to be bucked up a bit!” The savior last month being the defaulter this month.
Two months have given sufficient grooming in excuses, threats, lies et al. One wonders whether the stockist is taking us for a ride or vice versa – a bugging thought either ways.But one should develop a thicker skin as days go by.
Blame your superiors for whatever trouble you can’t seem to find an answer for. I do it. My boss does it. My bosses boss must be doing the same too.
When the figures are done, we are united in the happiness of 110% achievement. Hallelujah! 24 hours of bliss, joy.
Well “Tomorrow is ANOTHER day!”
