Any success story begins with a plan, a blueprint of sorts, outlining what you want to achieve and how you plan to achieve it. Essentially, that means setting goals. While the ultimate goal for sales teams is to attain weekly or monthly sales quotas, getting there may initially seem like a daunting task. That’s why I recommend breaking these goals into smaller segments, providing you with mini-successes along the way.
Much like athletes — gradually increasing both the duration and the intensity of training for the big event — successful sales leaders expand the size and scope of their goals, continually motivated by the achievement of smaller goals while reaching for the overall goal. Undoubtedly, motivation and achievement are key factors when setting goals for sales teams.
You are a unique individual. Therefore, the most important is that you set personally suited goals as you will only need to monitor your progress. In fact, a Harvard study revealed that those who create a plan, follow it, and monitor their goals as they progress, perform 30% better than those who take none of these actions. Sales goal setting does matter.
My Top 10 Reasons To Set Goals:
Without goals, you may be quite busy yet still unproductive. It’s virtually impossible to develop what you have not yet envisioned.
1. Goals clarify your sales vision
The mere act of creating a plan of action enables you to form a concrete idea of your sales future.
2. Goals keep you focused
Anything that is not a specific part of your plan is a distraction. Moreover, distractions prevent you from achieving success. By working solely toward the sales goals you have set, you remain focused on your goals, leaving no room for distractions.
3. Goals make you accountable to yourself
Once you set goals, you become accountable for meeting them. By doing so, you make yourself accountable, and it compels you to avoid procrastination, becoming the measure of how close you are to living up to your standards.
4. Goals provide built-in benchmarks
The smaller goals mentioned earlier become a means for measuring your progress. As you achieve each goal, it brings you a step closer to your overall goal.
5. Goals are motivators
Attaining each of the smaller sales goals builds your enthusiasm, motivating you to continue, spurring you to keep striving for the final goal.
6. Goals enable you to document your progress
Whether you merely have a mental checklist or take the time to write it down, setting goals outlines your vision for your sales future, and striving to attain those goals delineates your progress toward that vision.
7. Goals allow you to refine your strengths and strengthen your weaknesses
You may stumble along the way. However, mistakes are instructive, providing opportunities to build up those areas where you demonstrate weakness and further refine your strong suits.
8. Goals compel you to achieve your potential
Remember those childhood report cards with comments on whether you lived up to your potential? Sales goal-setting now compels you to stretch for that potential. You may find yourself exercising sales muscles not previously used, enlarging the full extent of your sales potential.
9. Goals improve your sales approach
It’s crucial to adapt your sales approach to fit your current goals. Minor changes in your approach may very well yield big improvements in your results, enabling you to attain your primary goal more quickly and easily.
10. Goals can make you more resilient
Setbacks will occur. When you respond with resilience, you can perceive these setbacks as chances to try new methods rather than view them as an end in themselves. As such, you become a better sales rep, better able to overcome adversity and achieve all that you have set out to accomplish.
One of the key differences between highly successful people is that they take the time to set and monitor their goals. Goal setting not only facilitates the achievement of your objectives but also enhances your skills and performance. I have spent several hours this year setting new goals and insist that all clients I work with do the same. Goal setting gets you focused on what’s important. Putting your goals to paper crystallizes them.