Women in Sales Blog

Last Week of the Month, You are a Sales Rep & You Haven't Hit Quota.

Posted by May 29, 2014 3:44:00 PM Ali Powell


Desperation in sales sucks. I really hate the feeling like I am failing. It is not just because I feel bad about myself but it is because I know that it will impact me in my job. When I feel bad, my work is bad.

When you aren't feeling your best or performing your best as a sales rep, you often will start to act strange towards your prospects and opportunities you are working. You start to act differently than you would act if you were not in this tough spot, not at quota yet. You need to pretend like you are at quota when you are in your meetings with your prospects. You need to put a happy, confident face on and get back to work. Good things can happen still so don't let yourself get too down on yourself that it impacts your performance. 

It is human nature that when you feel like you are doing poorly for that feeling to start to affect other things in your life. As a sales rep I am proud of the fact that I haven’t missed my number in about a year. Last July was the last time I missed my number or didn’t exceed my number. But guess what, that streak is going to end this month. I probably won't hit my quota this month and that eats at me. But, what I won't do is let that impact my confidence. You shouldn't either.  If I do let it impact my confidence in myself and my ability to my job well then it will start to impact not only this month but next month. 

sales_rep_on_the_last_week_of_the_month-343310-editedThere are many reasons why sales reps don't hit their numbers and miss quota. I could blame everything and everyone except for myself.

  • I could blame the weather.

  • I could blame my boss.

  • I could blame our software.

  • I could blame the market.

  • I could blame my dog.

  • I could blame the fact that my BDR quit and I didn’t have enough appointments to fill my pipe.

  • I could blame the fact that I took 10 days off of work to go to Florida for my 30th birthday, for a wedding and a bachelorette party.

 

But I will not do that.

I will blame myself.

I will hold myself accountable for my successes and for my failures and slip ups.

It has been almost a year since I didn’t hit my number. My attainment at HubSpot is around 130 percent trailing for the last 12 months. But you know what this article is about the fact that sometimes we as sales reps fail. We won’t always hit our numbers and we might have downfalls. We need to get back up and we need to keep our confidence high. The worst thing you can do when you feel like you are failing is to start to think you are a failure. That will only put your chances of hitting quota on a lesser scale than they might already be at. You are not a failure and just because you might not hit quota doesn't mean you aren't good at your job. You have to remember that all the time because it can really impact your emotions and that will impact how well you do at your job. 

Don’t bring yourself down. This is not the time to get sour. This is the time to ramp it up and act. You need to think creatively and get on your toes. There are always opportunities that can turn around. You have the ability to make things happen. Take a look at your pipeline and take a look at each opportunity. Think about what has been done, where the opp is in the sales process, what needs to be done from here to make it happen. Then sit down with your manager and assess what you can do to think creatively about the opportunity.

Freaking_out_as_a_sales_rep-854313-edited

The point of this article is not to give me or you a pity party it is actually to cheer you up. To get you in the right mind set. It is easier to sit at your desk, with your headset on and sulk. Don't do that. If there really is NOTHING in your pipeline and/or you have done EVERYTHING you can with your current opportunities...start prospecting. Do soemthing to get yourself out of your rut. Just think you start at ZERO again next week. :) And who knows you might actually turn some closed lost opps around with some creative thinking. 

  • You are good at your job.

  • You are a good sales rep. Maybe you are even a great sales rep.

  • We all have our bad days. We all have our bad months.

  • But, you have to remember to not kick yourself around so much that it gets your sales game down. In the last week of the month or even last couple days of the month, last hours of the month… this is the time is to kick it up and into full gear. Get your head in the right spot and as my good friend told me today, “Inhale. Exhale. Freak the EFF OUT.” Then start making some moves.386b252b-fa1a-456a-b860-867318046cb0

  • You never know what can happen in these next few days and next few hours.

  • So get your head in the right spot. Try your hardest.

  • Remember, you are not dumb.

  • You are not a failure just because of one month of not hitting quota.

  • You are good at what you do.

  • If you don’t hit your number this month you will next month. You will crush it next month.

You are good at this thing called sales. You wouldn’t have your job if you weren’t. So go prove it to yourself and get another deal in. 

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Topics: sales coaching, last day of the month as a sales rep, last week of the month, sales rep best practices, sales reps, motivational tips for sales reps, sales help

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