Sales Target and Three Circles of Life

 

Sales Target and Three Circles of Life

When sales targets are not met, it's common to attribute the shortfall to external factors and absolve ourselves of responsibility. This pattern of behavior is known as the "Circle of Concern." While external factors do impact sales, it's important to recognize that they are not the sole reason for missing targets.

Sometimes, customers commit to orders but fail to follow through due to certain circumstances. In such cases, taking proactive steps, such as meeting the customer in person or reaching out to the second-in-command, is within our control. This falls under the "Circle of Influence"—things that can be influenced but not directly controlled. Developing influencing skills is crucial in sales to ensure targets are met.

Internal factors, such as insufficient product knowledge, incomplete market coverage, poor follow-up, inadequate needs analysis, and lack of conviction, also impact sales. This is known as the "Circle of Control."

It's essential to start by identifying external factors affecting sales to address these challenges. Consider aspects that could have been influenced but have impacted sales. Then, reflect on personal qualities that may have affected sales performance. Developing influencing skills, improving market forecasting, and creating contingency plans are essential to achieving sales targets.

 M.L. Narendra Kumar