Hitting your sales targets is one of the most challenging aspects to being a freight sales agent. It’s also one of the most critical when you’re seeking success in this profession. Here are 6 tips to hit your freight sales targets every time.
SCHEDULE YOUR DAY
Your sales targets may be monthly, or even annual, but you must attempt to reach them every single day. Scheduling your day first is a great way to do this.
Start by scheduling the revenue-producing tasks first. Block out time for prospecting calls and follow up calls. If you have a chunk of time set aside for face-to-face meetings and you don’t have anyone who can see you on a given day, have a backup plan for that chunk of time. That way, you’ll have something else productive scheduled and you won’t let that time be wasted.
After you’ve scheduled your revenue-generating tasks, fill in the rest of your day with other things that still must get done like posting and covering freight loads, and dispatching drivers.
WRITE DOWN YOUR GOALS
You must have an annual sales goal, and it must be written down, and not just in your head. Put it someplace where you can see it every day. That’ll assist in reminding that you must be striving to reach that goal every day.
Break down your annual goal into monthly, weekly, and even daily goals. This’ll assist you to stay on track with your goals and ensure that you don’t have a nasty surprise when November rolls around and you’re only at 40% of your goal.
If you find that the daily or even weekly goals are putting too much pressure on you, then switch to just a monthly goal. But if you find yourself scrambling at the end of the month, you may want to stick with a weekly number.
READ A MOTIVATIONAL QUOTE EVERY DAY
The great motivational writer Earl Nightingale famously said, “We become what we think about.” So, each day, read a motivational quote and keep it in mind throughout the day. You should even write it down and post it where you can see it. Each day’s quote will assist you to stay motivated and focused on your goals.
SET YOUR TARGETS
This may seem like the same thing as writing down your goals, but it’s different. Your targets may not be dollar amounts, like your annual or monthly sales goals. They may be targets that, when you hit them, put you on the path the reach your sales goals, such as getting to your desk every morning by 6:00 AM.
Targets can include bringing in a set number of new customers every week, or expanding each existing customer’s business by a certain percentage. You can also have targets for making a daily number of prospecting calls, and getting contact info, with freight prospects.
NOTE YOUR ACCOMPLISHMENTS
Give yourself a reward when you reach a goal or a target, no matter how minor it seems. Acknowledge the fact that you set a goal and achieved it. That’s an accomplishment in itself!
KEEP YOUR GOALS IN MIND
So, you’ve written down your goals. Now keep them in the forefront of your mind. Remember that each load moved brings you closer to realizing your goals, and let that motivate you to pick up the phone one more time before you head out the door.
Follow these 6 tips and you’ll hit your freight sales targets every time!