by Phil Stubbs | @PhilStubbs14
In an office not far from you…. Part 1
CEO: Remind me where we got to last year?
CFO: $19.9 million
CEO: ok, then we’ll aim for 24 to deliver 22, OK?
CFO: Yes, Ok.
VP Sales(addressing the sales managers): Right, we have a target of 25 this year
Sales Managers: ‘OK’
Sales Manager: You had a good year Tomkins, hitting 120% of target. I need you to increase that number by 30% this time.
Tomkins: 30% up from last year’s target?
Sales Manager: No, on what you achieved.
Tomkins: That’s really high after I had such a good year.
Sales Manager: It comes right from the top, everyone’s in the same boat.
Tomkins: OK. What support will we have to hit the number?
Sales Manager: The usual, the new products we are developing have been delayed so I’ll get Marketing to increase their activity.
Tomkins: But the leads Marketing give us are rubbish.
Sales Manager: I know but the CMO told me they’ve switched to a new digital marketing agency so we’re expecting good results. It’s costing us enough.
Chaplin: Hey, Tommo, you got your target?
Tomkins: Yes, 30% uplift on the number I did last year – not on the target I was originally set!
Chaplin: Were you given any ideas on how we’re going to hit another big number?
Tomkins: Yeah! Apparently the CMO has yet another new agency to do all the DM stuff. Can’t wait!
Chaplin: Will you be around long enough to find out?
Tomkins: What do you think? A mate of mine is SVP at a company that focuses on social selling to do their number. They don’t have to deal with any rubbish leads from digital marketing and stupid cold calling, e-shots – says they hardly spend anything on outbound marketing but get stacks of inbound.
Chaplin: Can you get me a job there?
Tomkins: Let me get my feet under the table and then I’ll get you across.
Chaplin: Nice one Tommo.
Next time: Tommo gets stuck into his new role.
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