Pick up the damn phone!

So I’m shown the team’s sales results – it’s mixed. Some high performers, some in the middle, and a couple of cellar dwellers. It looks like a row of broken teeth.

“What’s wrong with him?” I ask. “He’s lazy and disengaged – I’m managing him out.”

“What about her?” “If she closes the big deal she’s working on – she’ll smash her annual target.”

What if she doesn’t? She’s mad – and probably lazy.

People, stop putting all your eggs in one basket! Stop stressing yourself out and your boss.

Create a pipeline which covers all bases. Rule of thumb – you should aim for 3 times target. Relying on one deal, will make or break you. It won’t help you or the business.

It’s pretty simple – Your job is to exceed sales targets. Get busy. Pick up the damn phone and start talking to people. Get out there and cut the complacency. Relying on one deal is a dangerous game to play and just plain dumb.