How can I make sure I consistently hit my sales tagets? Anon, Bromley.

Careers consultant David Sanders answers: Failing to meet sales figures, or falling short of standards you set yourself, is a frustrating business. However, there are several points to follow that will help you exceed targets:

  • Know your stuff: If you don't completely understand your product or service and its benefits, you're depriving the customer of much-needed information and probably losing business. Bring your knowledge up to scratch by consulting company literature, your manager or a colleague.
  • Don't be scared: Never be afraid of getting in touch with anyone. If people turn you down, or are rude, it's their problem not yours. Forget about it, move on, and use it as motivation to get orders in.
  • Develop a hit list: Get in touch with anyone who has previously expressed an interest without actually making a purchase. You have nothing to lose and have already done the hard work.
  • Stay Positive: No matter how frustrating your day, don't let your feelings show. If you don't remain upbeat and positive, you're not going to impress potential clients.