I’m sure most of you have been at some point in a place where you have targets but these aren’t really achievable and always wanted to move to a place where you have targets that you know you can meet.
If you find that,
- You lack motivation
- You need to change your team and micromanage them so that they do the right activities.
- You and your team feel that you don’t have enough hours in the day to do the amount of work that you need to do from a sales perspective.
- Important activities such as prospecting get neglected
It’s probably because you have one of the following four issues:
- Personal goals aren’t clearly defined.
- Sales goals do not include effectiveness and activity.
- Your calendar is not daily updated. You don’t have all the things that you need to do on a daily basis, in your calendar and subsequently,
- You might have sales goals and personal goals but these aren’t connected.
The problem with all these issues is that you might find yourself thinking and dreading that:
- You’ll always be busy, you’ll never have time to do all the things that you need to do in the day.
- You are in a negative work environment because your team doesn’t want to be micromanaged.
- You won’t hit your targets
If you find yourself in any of these situations, there are some things that you can do to stop these from happening:
- Define your personal objectives, sit down with your team, and think about where do they want to be in three years, then how does that break down into one year/90 days/1 week/a day, so that you know that if you do certain things in those time frames, you will finally get to your personal objective and where you need to be.
- Think about sales activities, not just sales objectives, you know quotas are great, but the important thing is that you are aware of the things that you and your team need to be doing on a daily basis to hit your targets (emails, meetings, calendar, CRM, etc.).
- Be realistic about your time, make a list of all those things that you need to do, categorise them, and make sure that you have sufficient time in your calendar to do those things. You may still find that there’s too many things that you need to do, but at least you’ll be honest with yourself and you’ll be able to prioritise the things that you can realistically do.
- And finally, make sure that you connect personal objectives with sales goals, this will become a source of motivation for you.
Have a try and make some changes from unrealistic sales targets to a place where these targets make sense and are more likely to be achieved.
PLUS: Whenever you’re ready…
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