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> Living on the Top Line - The Book > Joe's Blog > Get Your Salespeople to Their Goals for 2010
Get Your Salespeople to Their Goals for 2010Every business sets financial goals for the fiscal year and develops plans to achieve them. There's a difference between goals and budgets, but it's more a terminology thing than a disconnection. You want your business to be profitable because that's one key element in the very nature of a commercial enterprise, but do you think about your employees the same way?
Now is a good time to look ahead to next year, and commmit to bringing everyone in your orgnization to their personal income goals for the year. Understand that doing this will require taking many people out of their comfort zone in terms of what they believe they can achieve and what they're willing to actually do to achieve it. Nonetheless, it is a legitimate responsibility of sales management to do just that.
Of course when you commit to helping people achieve their goals you have to be prepared tell them how to do it, assuming that if they knew how they'd already be doing it. Wishful thinking is not a strategy. Can you list specific behaviors, actions, and performance plans for your salespeople to follow on an individual basis to achieve more than even they think they can? Do you have a management and coaching system in place to ensure they do these things? If not, your disconnected from the biggest potential gain in sales you can have - bringing salespeople to their own personal income goals.
If you can achieve this one thing, you don't have to worry about much else in your business on the selling side. Yes, you need a plan, and yes, you need a well documented selling strategy or system, but I know of nothing that can pay off more than bringing individuals to their own goals. I can assure you that when you drill down deeply into people's financial goals, you'll find that if you could help them achieve these goals - assuming they're reasonable (and most are)- your business will exceed your financial budgets by a lot. Their goals will always be higher than the one's you set for them. In fact, the goals you set for people LIMIT some people because they believe that if YOU don't think they can do more, why should they?
Send me your thoughts on this at joe@joecapillo.com
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