You’ve just finished quarterly reviews and your team’s sales performance isn’t quite what you’d hoped for. Your team members are stressed, overwhelmed, and disheartened by their numbers and they are looking to you for support and motivation.
Thankfully, there are steps you can take to improve your goal setting process and help your team uncover their inner rock stars.
Step 1: Set SMART Goals
One of the best methods for setting goals is the S.M.A.R.T method. This means that your goals will be:
- Specific: Exactly what do you want your employees to do and why is it important? When goals are vague, they are impossible to reach. Being clear and specific helps your team members zero in on exactly what they need to achieve.
- Measurable: Ask yourself: “How will I know when they achieve this goal?” How many new customers each month? How much revenue should they bring in?
- Attainable: Is this goal possible? While it’s important to push employees out of their comfort zones, if you set goals that are impossible, you set them up for failure and disappointment.
- Results-focused: Your goals should measure outcomes, not activities. If each member of your sales team makes 100 calls a day, but the calls don’t result in any sales, the goal has not been met.
- Timely: An open-ended goal will never be reached. Set a date by which goals will be met and you will create the sense of urgency necessary to motive your team.
Now, this isn’t to say that this should be your only goal. Marvelless Mark® advises his clients to also set a Big Unreasonable Dream (BUD). This is also known as a Big Hairy Audacious Goal (BHAG) and it dares organizations to dream big. KISS wanted to create the greatest and most raucous band in the world. The Beatles wanted to be bigger than Elvis. What is the very best outcome for your organization?
“We’re trying to do something new; we’re trying to be the greatest group in the world, and that also means the biggest. At the same time, we’re trying to be radical-I mean, we never want to be really respectable-and maybe the two can’t coexist, but we’ll try.” – Joe Strummer, the Clash.
Having both SMART Goals and a BUD will make you Wise-er along with allowing you and your team to reach heights you’ve never imagined.
Step 2: Check In
“If you’re climbing the ladder of life, you go rung by rung, one step at a time. Don’t look too far up, set your goals high but take one step at a time. Sometimes you don’t think you’re progressing until you step back and see how high you’ve really gone.” – Donny Osmond
As you and your employees reach for your goals, you need to check in with each team member on a regular basis. This is not only important to keep them on track, but also to keep them happy. Striving for sales goals can make a person singularly focused, and push all other elements of a well-rounded life out the window. You want to make sure that your employees are taking care of other aspects of the business (like customer service and admin responsibilities), but also that they are taking care of themselves. When an employee forgoes personal relationships, self-care, and downtime in favor of working round the clock, their emotional and physical well-being suffer (and so will their work performance).
Step 3: Celebrate Progress (or as they say: “Party Like a Rockstar”)
Have you ever visited a recording studio? If you did, you probably noticed that the walls were lined with gold records. Rock stars know the importance of celebrating their successes and you should as well. Do it lout, proud, and often.
You don’t have to wait until you reach the BUD to celebrate. Recognize little wins along the way. Make sure the whole team knows when one of your salespeople reaches a goal. Create awards to recognize your team members who are really rocking their goals. Monetary awards are great, but a simple certificate can go a long way. This will not only encourage the winning employee to keep reaching for the stars but will inspire your other team members to step up their performance to receive the same accolades.
Rock stars celebrate along the way, everything from the new releases to the gold records. It motivates you to keep doing the right things and moving forward.
Setting SMART goals, checking in regularly with your employees, and celebrating their progress will help keep your sales team on track and motivate them to reach rock star status.
I just think if I can go from being a homeless kid with a dream of being in the biggest band in the world and making that happen, I can do a lot of other cool stuff, too. – Mötley Crüe
Mark Kamp® aka Marvelless Mark® works with organizations who want their teams to achieve immediate rock star results. A Keynote Speaker/Entertainer/Author, Husband, Father, and child of God, his primary message, “Opportunity Rocks®” gives attendees a fresh new perspective on Sales, Marketing, and Employee Performance. Fun and engaging, Mark combines the success secrets of your favorite rock stars with just the right amount of entertainment to transform your employees into business rockstars. Learn more at www.OpportunityRocks.net.