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goal setting

A goal without a plan is just a wish

It happens every single year. You begin with lofty sales goals and quotas in January – but by December, you wonder what happened and end up trying to figure out where your team went wrong. Lack of motivation may not be the problem – you may just be taking the wrong approach to goal setting.

Goals

Leaders need to be involved in both strategic planning and team goal setting, but there’s a built-in problem here. Teams often tend to focus on immediate tasks, on “putting out fires,” and on familiar routines rather than the strategically vital organizational targets we set for the coming year.

2017 Goals

There is something nearly magical about this time of year.  No, it isn’t the snow globes, the gifts, or the brightly colored lawn ornaments.  It is the changing of the New Year.  One simple turn of the calendar page evokes the mental sensation of a fresh start. 

See the big picture

A successful sales year relies on good planning and smart strategy. Any plan for success requires that you create goals for yourself and your sales team. But no amount of planning or strategy sessions are effective if the goals are unrealistic and can't be met. Setting and achieving realistic goals are critical to meeting sales quotas or any other benchmarks of success. 

Strategic failure cartoon

As the first quarter comes to an end, it’s appropriate to review your department goals and measure your progress. Will your sales team hit the quarterly benchmarks for your department’s strategic initiatives? Have they made significant headway? Or, have they fallen behind already?

Clear your mind

Clients, vendors, sales representatives, and products fill up most of your time, leaving few minutes each day to organize yourself and clear the clutter from your desk or mind. January is “get organized month,” but busy sales representatives and managers can’t devote an entire day to administrative tasks without losing potential profits. Here are seven ways you can create organization to drive success in ten-minute increments any day of the year.

Business woman points a finger and talks to employee writing notes

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to master both leadership styles; the key is to know when to wear which hat.

When you’re managing, you’re often organizing a project, providing instructions, outlining the end goal for your business, and you may find yourself being more directive and task-oriented.

Business man writes a note

Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently.

We’ve identified 6 things exemplary sales managers do to drag teams from the muck. There’s no perfect solution to sales slumps, but these techniques will help mitigate damage and keep your staff afloat through the toughest times.

 
Identify and address problems

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up?

If you've fallen short of a goal already or are on pace to fall short before the end of the year, you're trapped in the procrastination triangle.

What is the procrastination triangle?

Draw an equal sided triangle. Label the top “no goals,” the bottom left “no plan” and the bottom right “no discipline.”

“A person’s burning desire to achieve something must come from within.”

You’ve set lofty goals for 2014 but have you also built the plan to achieve them?

Often we fall into the trap of setting goals without ‘building a plan’ to achieve them. If you decide to make one change this year – ‘build the plan and then implement it’.