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receiving the sales recognition you need. you must make each month to achieve them. Rather than survival numbers,

You’re making an income that provides your monthly income goal. Using a frenetic achievement or boring duty, your

for more than your survival needs. Ask conservative closing ratio, calculate how sales goal will now relate to your current
yourself what you did with your excess many quotes, presentations, or proposals and future iscal needs.

income. For example, did you reduce your you will make. Next, know how many You will sell beyond survival. You will
debt? If so, by how much? Did your sav- irst appointments you will set and hold achieve lifestyle goals or greatness and

ings increase? Were there improvements to get out the right amount of quotes, make them your daily focus. You will
with your home? How does life feel now? and the number of leads it will take each align your income, sales, activity levels,

Why? What speciically changed in the month to attain your appointment levels.
and lifestyle requirements. Your passion
past year? Answering these and other will not depend on the goals of your com-

similar planning questions prepares you If competition and recognition drive pany or your sales manager.
to envision the future you want and to do you at this stage of your life, there is one As you grow in your achievements,

the next steps.
additional step you must take. Find out your quality of life and inancial condi-
what the top achievers are doing. If, after tion will improve. You will replace

doing the ive steps shown above and you misguided stress as you provide for your
2 FIND OUT WHAT IT TAKES FOR YOU
Calculate your default sur- ind that your monthly sales goal needs to family and those who need help around

TO SURVIVE. vival income and write down the monthly be adjusted higher to enter the top rank- you. You will be a high-activity sales
payments you must make just to keep ings, then adjust it up and plan how you professional.

from going backward. Add these up and will use the extra money for your future

arrive at your “Survival Number.” This lifestyle.
monthly total will include: housing, utili- These ive steps prepare you for Of- Lance Cooper is president of SalesManage Solutions, a company that
teaches sales leaders how to recruit sales superstars and coach teams to
ties, fuel, credit card and loan payments, the-Grid sales success. They focus you
IRS, and state taxes.
on your commitments, passions, needs, greatness. He is also the author of Selling BEYOND Survival: The Essential
System for High-Activity Sales Professionals. For more information, visit
and the activity levels it takes to achieve
lancecooper.com or email lcooper@salesmanage.com.

3 BY ANSWERING THE LIFESTYLE
PLANNING QUESTIONS IN THE FIRST STEP,

DISCOVER YOUR “BETTER LIFESTYLE
For example, if you want to THE LAW OFFICE OF
NUMBER.” reduce your debt by $12,000 in 12 months,

then you will need $1,000 additional per
month above your Survival Number. If Nancy Mahony
C.
L
you want $6,000 more in savings by the L
next year, you will need to make $500 per

month for that purpose. Continue doing Too often, employers and employees are uninformed about
their mutual rights and responsibilities in the workplace.
this with other dreams and the monthly
requirements for them. Add them up and Without sound advice, employer-employee relations can
quickly deteriorate, adversely afect workplace morale, and
arrive at your “Better Lifestyle Number.”
end up in costly litigation.

As a Deputy Attorney General representing the Division on
4 YOU CAN NOW DESIGN A “MONTHLY
Civil Rights and as a labor and employment law attorney in
the Administrative Oice of the Courts, I have 15 years’ expe-
INCOME GOAL” THAT MOTIVATES YOU
rience representing managers and employees in workplace-
(YES, YOU, NOT YOUR COMPANY, NOT
related conlicts.
YOUR SALES MANAGER, BUT YOU).
How do you do this? Add your Survival
Number to your Better Lifestyle Number. My law practice ofers legal representation in matters of
unlawful discrimination, family medical leave, disability, dis-
When you do this, you will know what cipline, harassment, and labor. Other services include man-
monthly income it will take to achieve agement training, internal EEO investigations, separation

your dreams. From this planning, you will agreements, and employee handbooks.
receive a committed and directive energy

that 90 percent of reps today do not have.
48 Montague Avenue

Ewing, NJ 08628
Phone/Fax: 609.530.0593
5 TAKE YOUR MONTHLY INCOME GOAL
mahonyllc@verizon.net
AND TURN IT INTO A MONTHLY SALES
GOAL AND ITS RELATED SALES ACTIVITY
www.nancymahonyllc.com
(If you need help, ask your sales
LEVELS. manager.) Determine how many sales

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