Goal Setting for Sales Managers Does it Work? She we have a go??
Goal setting does not seem to be quite the “in thing” it was a few years ago. Which really surprises me.
I was reading a recent blog post from a sales management site giving some top tips for sales people.
The rise of the film The Secret and the law of attraction may have something to do with it. Some clarification I think is needed. Goal setting is vital. It’s the goal achievement where the law of attaction comes into play. More of that in another post.
Let me explain a little more. Many years ago I “got into” personal development and the science of success through Earl Nightingale. Well actually Nightingale Conant to be exact. I purchased a whole host of tapes and books and started to appy many of the strategies to great effect.
One of the key things it suggested you do was to write down your list of goals that you wanted to achieve. It then suggested that this fact alone would put you in the top 3-4% of the population and that all good things where likely to happen to you.
Well I guess if you wrote down 10 or so reasonable goals at least one might happen?
A much better thing to do is actually look at your goals and take some tangible action towards them. This stands a much better chance of something realistic happening.
Earl also suggested another very nifty trick. Which was to phrase your goal in the form of a question. Then make a list of 20 possible things you could do to achieve it. Stated in a postive tense with an action step. No judgments and don’t stop till you have 20 things.
Let me give you an example. The question could be;
“How can my region/district increase market share by 3% by the end of November 2008?”
1. Analyse current cash revenue data and get a cash value for a 3% increase.
2. Break this down by week
3. Break this down by territory
4. Work out how many extra sales are needed
5. Review the teams call data and find any gaps
6. Run a fun incentive.
7. Send my team a survey and ask for ideas. ( Survey monkey is free and easy to use)
…………………etc etc.
Do you get the idea. Just take one of these ideas and implement it that day. Imagine when you do this for a number of goals what the outcome could be?
Lets say you did this 5 days a week and generated 100 ideas. If you implemented just one of them a day for a month what might happen?
This is something I have gone back to using in the last few weeks with some great success. When I managed my own sales team this is someting I would often do to raise the energy and get the creative juices flowing. It also never ceased to amaze me how many great ideas came out of it as well.
I am part of a mastermind group and we often have sessions where we work on each others business. Which leads me to a great idea. How about sending me a quick email with a goal you would like to achieve. You can be anonomous as well if you want to. I will post it on the blog and people can add in their suggestions.
Just send in your idea on the contact form and lets go for It
Take Care
Have a great week
Denise
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