Travails and Triumphs. Life and Love. A blow by blow account on the daily life of a sales woman and her quest for world domination one purchase order at a time.

Wednesday, September 2, 2009

Winning by doing more with less

The month of August was my most challenging month. My sales was slumping, my team was losing confidence, and my account would often lament about my lack of budget to push their sales upward.

But, the month of August was also my career high at my current company in terms of sales since I started late last year. And I was able to surpass my commitments by an additional 10%.

How did I manage to do it despite all the challenges?

Before that, I have been feeling inadequate lately. Yes, the last few months have been dismal in terms of my performance. I didn't know what I was doing wrong. I kept blaming my lack of budget, the tight restrictions in terms of promoting my products, big spendings by competitors, and certain irreconcilable differences with my account.

I have become a below average performer because of that mind set. And I did not like what was happening. I never want to be called mediocre much less below average!

And so I decided to be the MORE WITH LESS person that my former training manager described last year.

The MORE WITH LESS person:

"His or her mindset is hungry to reach the goal, not hungry for the tools to reach the goal. Satisfaction for this person comes from overdelivering with less tools -- from more challenging time and environment and from beating and exceeding expectations. He or she asks for more tools once they have exhausted all other possibilities. While people would think that he or she cannot do it (or even crazy to start), the person is already planning and thinking creatively and boldly on how to over deliver what others thought was impossible. This is a top talent that I would like to have to run my own business--my own bank account. These are the people who automatically dig into themselves to get more. These are the STARS. These are the MAGICIANS."

And so I began to exhaust all possibilities without asking for budgets. I looked at inventories, shares of shelves, out of stocks, and other operational inefficiencies that I can turn around and exploit to bring in sales. I banked on previously committed programs and I requested for advance deliveries for branches affected by the mid-year inventory count.

And with that, I was able to deliver my commitment and then some.

It was an exhausting process. But I did it for August. I am hoping to replicate the same in September. All it takes is the right frame of mind.
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