Scott Adams
As we head in to the fourth quarter of 2016, we are all in different places for the year. Some of us are well over our number, some are 50/50 and need a few wins to make it, and some of us may be too far behind to hit the number.
If you have been in sales more than a few years, you have probably been in each of these places before. Over the course of my 23 years of selling, I have had great years, non-memorable years, and years I’d love to forget.
Regardless, one thing every salesperson should pride themselves on is finishing the year strong.
If you are well past your number, do everything you can to finish strong by building your pipeline for 2017. If your company is like most, it will expect even better results next year. You can’t afford to lay down these next few months or you will start out next year in the hole.
If you are 50/50 on making your number, you don’t need a pep talk from me – I am sure you are doing everything you can. This month’s issue features some great ways to make that number. Please take the time to go through the lab section of the book. Besides capital equipment, there is no better way to drive revenue and profit.
If you are so far behind you just want the year to end, that’s when you have to fight through it and run past the finish line. Missing your number one year isn’t the end of the world, but doing it 2-3 years in a row could end your career. As you read through this issue of Repertoire, look at the manufacturers advertising to you. These are the folks that want to help you be successful. There are some amazing manufacturer partners that can close business for you and teach you new ways to make your number. Don’t tell yourself it’s so far out of reach that you need to just wait and start next year. Start today. Work on the basic things that will grow your business long term.
I would urge each of you, no matter where you are, to run through the finish line of 2016. Take advantage of the offers the manufacturers spending money in this issue present you. These manufactures are the ones who want to help you the most.
Dedicated to the Med-Surg Industry,
Scott Adams
Publisher