be the top sales person in my company in 2006

I gave up on the goal of being the top salesperson in my company more than two years ago, but the desire to excel at whatever I do has always been strong in me. I don’t feel the need to be the best, but I do feel the need to do my best, which often results in coming out on top because others don’t put in as much effort.

Over the past six months, I have really worked at doing my best as a service provider on Elance. Members there are rated according to their ability to market and deliver services, and to maintain client relationships.

I still think I can do better, but today I learned that my efforts have led to my ranking in the top 100 out of 23,081 service providers in my category—writing and translation. I am currently listed at #94, up from #106 a week ago.

That’s quite an accomplishment, given that I am in competition not only with other writers and editors, but also with companies employing numerous staff to provide similar services. The only downside is that I know how much work I am doing, and I know what I am earning for it. It’s not an easy way to make a living, even if you are ranked among the best.

Anyway, it’s good news—and the perfect excuse to raise my rates!

In retrospect, this was not posssible. I did not know that two of the sales people had prospects they’d been working on for a couple years ready to sign in December. And I mean HUGE deals. The woman who had been lagging behind me in sales volume every month but one through November suddenly turned in contracts worth nearly $70,000 just before Christmas. Our number one guy had a big month too. It was a challenge I had no hope of meeting. I ended up in third by quite a margin.

But my real mistake was not in thinking I could outsell the veterans. The goal misdirected my effort. Comparing my performance to that of others who have been at the job longer was inappropriate. My only real challenge is to exceed quota and collect bonuses. My only worthy opponent in the race to add up sales is myself. So in 2007, the objective is to exceed my monthly quota. If I can do that. month in and month out, I’ll be the top salesperson. Nobody has ever done it. It will be fun to see how it goes.

Although my sales in November ranked third, they were the third worst monthly total I’ve had all year. Deals I had hoped would come through by Thanksgiving got pushed back to December, so I am looking at a potentially strong month to end the year, and so is everyone else on the sales team. As it stands, I’m still solidly in second. Our top guy widened the gap with a huge deal that makes it all but impossible to catch up with him by December 31. I’ve therefore modified the name of the goal to include the year. It’s most likely I will finish up in the number two spot in 2006. I’ll reinstate the goal for 2007 and give it another go.

The home stretch has begun. In October my numbers ranked third, but I am now solidly in second position on a cumulative basis. Our #1 guy turned in a whale of a contact, which has made the gap between us almost unsurmountable. But I say “almost” because I’m still working on a couple of big ones of my own, and we are coming into our peak season as companies start planning changes for the New Year ahead. I refuse to give up on this goal, in spite of the odds against completing it. There are still two months left and a lot can happen before 2006 expires.

I just recorded my second best month of the year, and although I came in second in sales, I beat the #1 guy, which is a victory all its own. My numbers are now firmly in second in every category but one (percent of quota sold) and in that category, I’m Numero Uno. I still need a little magic to reach the top position across the board, but I may just have access to it. I’m working on two potentially huge deals. If either one of them comes it, it could catapult me to my goal.

This goal is elusive. Everytime I think I’m making progress, someone else turns in a stellar sale or two. As August closes, I’m in third, a few percent behind the woman in second, but far behind first. Our current top guy has registered sales equal to our number two and three sales combined. It’s going to take some magic to catch him now. Is there a rabbit in my hat?

Our previously #3 salesperson had a really good first week in August, passing me by just $61.20 to take the #2 spot. As of the 2nd week in August, I am:

3rd in contracts signed (the stat this goal refers to)
3rd in gross sales volume
2nd in net sales logged (the stat that counts most)
4th in pipeline projected sales
1st in percent of quota achieved

It’s nice to be at the top in at least one category of indicators, but I’m still behind quota and need a couple of big months to catch up.

Our top salesman turned in a couple of incredibly good contracts the end of July and another one to start off August. When he is on his game, he is simply stellar. Wow.

I’m not quite ready to give up on this goal, but I’ve got a lot more respect for what it will take to achieve it. Of course, nobody expects a “rookie” to move into the top slot in less than a year… except me. I may be the only one who knows it is possible. Now the question is whether I have the energy and focus to make it happen. Despite a dismal fifth place finish among all sales staff in July, I’m still hanging on to second place. It’s clear that a little healthy competition among the sales people is really a good thing.

While I’ve been chasing #1, it looks like #3 has been chasing me! She’s been turning in some superb numbers this month, a month in which I’ve been lagging (which often happens in sales after a good month, peaks and valleys). I really need to catch a good sale before the week ends.

Coming back from vacation, I was ready to put my nose to the grindstone. I logged two good sales last week that shot me into first place for June, and I’ve set up a big one that will close on Friday and assure that I’ll make quota for the month. I just need to keep pitching to make this my best month so far. I’m in solid second for the year to date. The top guy is struggling in 4th place right now, but he has a knack for bouncing back. Feels like the Belmont…a long race with lots of opportunity to take the lead. I just need to pace myself.