A sales coach explains why business owners set unrealistic expectations after a good quarter. The mistake: thinking last month's success means you can repeat it instantly, ignoring how long deals actually take to close.
One of the most infuriating things that used to happen to me when I was a full time sales rep is that if I had a great month.
They'D go, that's the new standard.
And I was like, no, it's not. So I'd have a huge week. I made 30, $30,000 sales in a week. Like I just crushed it out of the park.
That's the new standard. Because you have a bad mindset if you don't match the next week.
I used to go, hey man, let me explain to you how sales works. And I'd be quite condescending. And I do it on purpose. I have follow up, I have referrals and I have my new sales and I have my pipeline on this particular week, my follow up referrals, my new sales in my pipeline ended up aggregating on the same week. So I had a really big week. Now what that will mean for subsequent weeks is that I will have down weeks after that. The reason for that is because I've cashed in my pipeline, I've cashed in on my follow up and I've cashed in my referrals. But all I have to go off is new sales for the next couple weeks until I start to rebuild my pipeline again. It's not a mindset thing, it's just a logistics thing. You have to be aware of that because that was infuriating for me when I used to deal with business owners.
Who were like, that's the new standard.
It's like, no head. It's not.
