RAISE YOUR AIM

When I was leading a team that sold advertising in a niche publication, there was one rep who was really effective at selling quarter-page ads but rarely brought in anything larger. The only time she sold larger ads was when the client specifically asked for it.

We talked about it and discovered the reason why: most of the time, her presentations and proposals were based on quarter-page ads. Her clients were simply following her recommendations.

If you are not making big sales, look at your presentations and notice what you are recommending to your prospects. Ask a colleague or your sales manager to help you determine where your selling “comfort zone” is and start pushing yourself to sell beyond it.

Sales underperformance is rarely a result of aiming too high and missing; it’s usually a case of aiming too low and hitting.