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What do you do if your sales targets seem out of reach and you want to secure a promotion in Outside Sales?

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Facing a situation where your sales targets seem daunting can be stressful, especially when you're aiming for a promotion in outside sales. This role requires you to be on the front lines, directly engaging with clients and driving revenue. It's a challenging position, but the rewards can be significant for those who excel. To secure that coveted promotion, you'll need to demonstrate your ability to overcome obstacles and deliver results, even when the odds are stacked against you.

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1 Assess Reality

When your sales targets appear insurmountable, the first step is to conduct a realistic assessment of your situation. Take stock of your sales pipeline and identify which deals are most likely to close. This can help you prioritize your efforts and focus on the opportunities that will have the greatest impact on your targets. Also, consider reaching out to your manager or mentor for their perspective on your sales strategy and performance. Their insights can provide valuable guidance on how to adjust your approach and improve your chances of success.

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Martin Harbinson

I help Fleet Managers streamline operations and cut costs with automated, real-time fleet management solutions, reducing admin by 50% and maintenance costs by up to 30% in just weeks.
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When you lose a deal, it's not the end of the world. Instead, take control of the situation and find the root cause of the problem with confidence. Run a deal retrospective, ask assertive questions, and offer unwavering support. And if it comes down to it, don't be afraid to make bold decisions and take action to ensure success in the future.

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Adam Otey

Vice President, Client Development at Hero Digital
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Go Beyond The Numbers - While achieving your target is always important, showing your organization you're well-rounded and a problem solver will always help guide the discussion for a promotion. This could involve going above in other areas, like leveraging relationships for partnerships, helping with operations, or helping to onboard new hires.

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Eduardo (Ed) Cortez IV

Director of Sales - West at Integra LifeSciences (Codman Neurosurgery)
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I agree with ‘assess the reality’ but nothing else above. Assess the reality of: Is this the first time at this company you missed your number? Do you have a track record. (If so, play on that, everyone has a reset year) Are ranked well versus your peers (if so then it shows the number really was unattainable, if it was just unattainable for you that’s obviously different as most big companies use some level of a blanket system for assigning quotas. If you don’t have a track record at the organization (and others do) and your not well ranked against your peers, you need to assess the situation and realize that this likely won’t be the year of a promotion. Likely the people ranked higher or an outside candidate with a track record will

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Edward Wijnen

Innovative Technology Sales and Marketing Leader, Entrepreneur & Investor
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If you are the only salesperson (or one of the few) with seemingly unattainable sales targets, the problem is most likely you. Let's not assume your company wants you to fail, your target should be doable if your colleagues are hitting theirs. This is where you reach out to your manager and ask for help. There is no way you will be promoted to outside sales if you're not successful now. So do the work, ask for help, learn from your peers and become successful.

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2 Strategy Refinement

Once you've assessed your current standing, it's time to refine your sales strategy. Look for patterns in your successful deals and try to replicate those strategies. Maybe you've found success with a particular type of client or industry; if so, target similar prospects. Additionally, consider whether there are new markets or verticals you can tap into. Sometimes, stepping outside your comfort zone can lead to new opportunities that will help bridge the gap to your sales targets.

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3 Skill Enhancement

Improving your skills is crucial for meeting tough sales targets and advancing your career. Consider enrolling in sales training programs or workshops that focus on areas where you need improvement, such as negotiation or product knowledge. Practicing your pitch and seeking feedback from colleagues can also sharpen your sales acumen. Remember, the more adept you become at selling, the better your chances of not only hitting your targets but also positioning yourself as a prime candidate for promotion.

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Adam I. Stamper

Proven Leader | Global Sales Expert | Army Veteran | Empowering High-Performance Teams | Driving Revenue Growth | Passionate about Unleashing Business Brilliance
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I want to highlight the importance of continually enhancing your sales skills to meet targets and advance in outside sales. Attending workshops, engaging in role-play, and pursuing ongoing training are crucial for staying competitive in this field. Investing in your development not only boosts performance but also contributes to your career growth. For those looking to progress in sales, prioritizing skill enhancement is key. I advise looking at external organizations like Emblaze, LinkedIn learning and NASP.

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4 Leverage Technology

Utilizing the right technology can give you a competitive edge in outside sales. Customer Relationship Management (CRM) tools can help you track interactions with prospects and manage your sales pipeline more effectively. Mobile sales applications can also increase your productivity by allowing you to update deals and access client information on-the-go. Embrace technology to streamline your sales processes, save time, and keep yourself organized and focused on reaching those challenging targets.

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5 Networking Power

Networking is a powerful tool in outside sales. Expand your professional network by attending industry events, joining trade associations, and connecting with influencers in your field. These relationships can lead to referrals, partnerships, and insights into industry trends that can help you close more deals. Additionally, networking within your own company can increase your visibility and demonstrate your commitment to personal growth and the organization's success.

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6 Stay Motivated

Keeping your motivation high is essential when aiming for a promotion in outside sales. Set short-term goals that lead up to your larger targets to maintain momentum and celebrate small victories along the way. Surround yourself with positive influences and seek out stories of others who have overcome similar challenges. Your attitude can be just as important as your sales tactics, so stay positive, resilient, and focused on your end goal: that promotion.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your sales targets seem out of reach and you want to secure a promotion in Outside Sales?

1

2

3

4

5

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1 Assess Reality

2 Strategy Refinement

3 Skill Enhancement

4 Leverage Technology

5 Networking Power

6 Stay Motivated

7 Here’s what else to consider

Outside Sales

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What do you do if your sales targets seem out of reach and you want to secure a promotion in Outside Sales?

1

2

3

4

5

6

7

1 Assess Reality

2 Strategy Refinement

3 Skill Enhancement

4 Leverage Technology

5 Networking Power

6 Stay Motivated

7 Here’s what else to consider

Outside Sales

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