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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Q1 is Done and I’m Not Hitting My Numbers!

Posted by Jamie Shanks on Mar 27, 2013 6:54:53 AM


You’re sales reps are in panic mode right now. As the sales manager, you’re looking at not hitting bonus as 30-50% of your team is dragging you down.

What are you going to do about it?

Right about now you’re going through the usual Blame Game steps:

1st Reaction – “The market is so tough, where are all the buyers?”

2nd Reaction – “Management doesn’t have a clue, our prices are too high, and we need a better system”.

3rd Reaction – “Should we cold call more, or should I just call a recruiter and write off this year?”

Listen, I see this every day. You just had your head smashed into the dirt (the sales results of Q1), as you were bucked off your Bronco. Sales isn’t easy – especially managing multiple personalities with an entire team of sales reps!

Here Are Your Options

1.Status Quo with a little “harder work”

As Albert Einstein once said “the definition of insanity is doing the same thing, over and over again, but expecting a different result”. Why isn’t your current sales process driving the results you want? Why would you think that asking your sales reps to be better, more consistent, stronger prospectors, tighter forecasters, is going to change anything?

If “working harder” is your 1st solution to your sales challenge, what will be your motivational speech next quarter. While some of your sales reps might swallow that pill this quarter, your “work harder” speech will fall on deaf ears next quarter.

2. Run

I’ve heard numerous stats floating around like “6 or 10 of your sales reps are talking to recruiters at any given time”. If your first reaction is to flight, you might as well do it. You’re checked out… you’re not a manager set to solve complex challenges… you’re looking for an easy sales team.

3. Change your sales process

Great, you’ve skipped past option # 1 & 2, and you’ve decided to change your sales process. This is the only logical step as you have little effect on the outside market. You can’t effect the fact that buyers are more educated, better prepared than ever. You can’t change that buyers are doing most of their due diligence online (without your sales reps). You most certainly can’t alter the fact that companies need team buy-in and purchase as a committee.

So if you can’t change the outside market, why not change the way your buyers buy. You can alter your internal process to MIRROR their buying process.

Since You Know

  • Buyers now relying on online due diligence before jumping into demo’s/RFP’s
  • Buyer are finding decision-making more difficult, needing empirical evidence of success

Why Isn’t Your Team?

  • Engaging prospects online where they are doing their homework
  • Using content to help shape the buyers through-process

Your competitors are using Social Selling to communicate with your buyers… are you? If your current process isn’t working, shouldn’t you explore a sales process that’s proven a 20% increase in sales reps making quota?

The Bottom Line

If you don’t want to be left behind the 8 ball – you really need to start to take action. The following blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out


Jamie Shanks

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Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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