The most successful companies, sales managers, and salespeople continually challenge themselves and their people through setting goals. Let your people know what’s expected of them on three levels: (1) minimum goal, or how much they have to produce; (2) actual goal, or how much they’re expected to produce; and (3) stretch goal, the level at which a reward or bonus is appropriate. Set monthly goals, with weekly targets toward the goal. Set goals in at least two areas: total sales and add-on sales. Here are the four keys to successful goal setting:
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Write goals down. This shows commitment. Otherwise, you’ve simply had an idea that’s easy to compromise.
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Make goals realistic and attainable. Don’t turn your winners into losers by setting goals unreasonably high.
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Measure progress. Use statistics to track your progress and make adjustments.
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Break goals down into stages. Set logical intermediate steps toward achievement, and work slowly and steadily toward the result you want.