March 17, 2010 - FPG
Implementing monthly goal setting sessions and staying consistent with them will help your team stay motivated and focused on every sales opportunity. The most effective managers utilize the following techniques when setting goals.
1. Make it conversational and collaborative. Involving your sales associates in the goal setting process is critical. Goals that are handed to your team without their input or belief are not worth the paper they are written on. Schedule half-hour meetings with each team member the last week of every month to discuss and set goals.
2. Set the target goal, then discuss the correct dialogues and techniques that will help your sales associates achieve the goal. Allocating enough time during monthly meetings for practice sessions will help your team focus on the appropriate dialogues and build confidence.
3. Set goals in accordance with each individual team member’s motivational driver. In a professional setting people are motivated by one of three things – recognition, incentive, or accountability. Knowing your team members’ drivers will help you steer the conversation more effectively.
4. If possible, base goals on sales conversions and sales per day. This will allow your discussions to be centered on achievable goals and questions. Breaking the stretch goal down on a time basis will also help your team members stay focused.
5. Write it down! Studies have shown written goals always have a higher success rate.
