If you are currently in a leadership position, or plan to be entering one early in the New Year, you need to ask yourself one question: does your team agree on key goals for 2022?
Some companies have a sales goal for the year that’s written on the sales manager’s whiteboard and pinned to every salesperson’s wall. Do the project managers know the number? Do the salespeople agree on how they will hit that number? Does marketing know their role?
If you are not sure, ask! Take time to chat with people and ask them what your company’s goals are in the New Year. If their answers are all different, you have a problem. Remember, you are not asking about their personal goals, but about your targets as a collective. If they align on the objectives for 2022, follow up with how they will contribute to the success of the goals. If they do not know how, then that’s another problem. And as a leader, this should indicate to you that it's time to get everybody on the same page about you wish to achieve as an organization.
Having goal-setting process is extremely lucrative for any team or individual. Not only does it help to create consistency and efficiency, it actually enables large goals to be met! There's no better time to think ahead than now, as we begin to wrap up 2021 and are reflecting on the past year.
I was recently meeting with a client, and the CEO expressed a little frustration at some of the sales team’s performance. These reps were following the sales process, including creating monthly Prospecting Action Plans and setting weekly goals. When we looked at things a little more closely, though, we made an observation. Yes, these reps were following the “letter of the law” by posting their plans and targets. But by looking at their activity, you could quickly see the problem. These reps weren’t setting high enough goals or even consistently following through on the things they did share. The entire purpose of the goal-setting process was to drive focused activity, something which wasn't happening.
So what is the purpose of your goal-setting process?
When creating a goal-setting process, it is important to stress these things:
- Goal-setting is not busy work.
- Goal-setting processes are to be followed in order to achieve goals and create new ones regularly.
- Goal-setting processes can be shared among a team or created for an individual specifically.
In your pursuit of a good process, make sure you check back occasionally on your original purpose for creating the process in the first place.
Now that we know the purpose of a goal-setting process, it's time to share some tips and processes to get you started! Our Founder and CEO, Charles Bernard, uses the following approach when sales goal-setting:
- Have a Sales PlayBook where you can document your goals
- In the PlayBook, make them hierarchical (first quarterly, then monthly, then weekly)
- Create recurring goals and document them in the PlayBook (or “checkpoints”)
- Integrate goal execution with the CRM (another way to track progress!)
- Integrate goal execution with your calendar (mark off time-blocks for time management)
- Categorize and prioritize
- Conduct my goal rituals
- Intend on accomplishing my goals!
By going through the motions of documenting your goals and setting timeframes, you create an opportunity to hold yourself accountable. You can check back about what exactly you wanted and intended to accomplish and reassess as time moves forward.
Also, check in about what you hope to achieve with your teammates! You will likely see even more progress since the social aspect of sharing your goals can have a positive impact on your accountability. By sharing your accomplishments, you will feel good. If you realize you have not hit your set goals while sharing them with others, you will feel encouraged to make progress.
Sharing your goals is simply another way to check in with yourself.
Check out our free eBook on setting sales goals: The Ultimate Guide to Setting & Achieving Sales Goals. This resource is perfect for those in leadership roles in sales and includes in depth strategies for tracking progress. Click on the link below and get your copy today!
The Ultimate Guide to Setting & Achieving Sales Goals
Best Practices for Sales Managers and VPs Download Now
Setting goals is just the first step of the process. If you don’t communicate the goals across your organization and explain to people how they can contribute, your goals are unlikely to succeed.
You also need to communicate your progress throughout the year. You don’t necessarily need to share all of your numbers, but setting key metrics and sharing results on a regular basis will let your team know how they’re all doing.
Check out our webinar on How to Set & Achieve Sales Goals and start thinking big today!
How to Set & Achieve Sales Goals
Did you know that over 50% of people abandon their New Year's resolutions by January 15th? Don't end up on the wrong side of that statistic. Watch Now
How do you communicate your company’s goals? Tell us in the comments!