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sales goals

How and Why to Set Sales Goals

How and Why to Set Sales Goals

What type of goals should you be setting to be successful in your sales?

I believe that the reason that so many sales women don’t set goals is because they aren’t sure what goals to set. Or know what to do with these goals once they set them.

Everyone says set goals, right? But what does that, or should that really mean? Let’s pick it apart and break it down.

There are three types of goals we’re going to talk about. Long-term goals, mid-term goals, and short-term goals.

First long-term goals.

By long-term I mean five years or more in the future. Maybe a new home you want to buy, or helping your kids while they’re in college… Moving up the ladder in your company. Long-term goals give you something to strive for and add meaning to your life. They’re necessary for self improvement. To keep you focused on the things you need to do to get where you want to go.

Long-term goals provide you with a vision and a direction. In the 7 Habits of Highly Effective People, Stephen Covey wrote about the principles we use to make decisions. He compared it to a compass. When you create your goals based on your principles, you’re using your internal compass to make decisions about your life and work and your future. This allows you to make your choices with greater intention and purpose. It connects you with the reasons you make your decisions, and gives you a stronger purpose and drive. When you know your long-term goals, you will be able to determine the steps you need to take to achieve your goals.

You should set clear, measurable goals with specific steps and actions and deadlines. Then you can complete them to get the outcomes you desire. Kind of like a road map with stops along the way to help you get to your final destination. Long-term goals allow you to see things that are possible for you. Then determine what will be required for you to get there. Once you make these decisions, your subconscious can help direct you to these goals – if you keep reminding yourself and directing your brain as to what your goals are.

Another way of saying this is, write your long-term goals down, and look at them often. Without long-term goals in place, you may wander through life with no clear direction – and never realize your true potential.

The second type of goal is mid-term goals.

Within two to five years, like buying a new car or paying off credit card debt, or buying a home. When you think about these goals, you are able to take an inventory of where you are now – your finances and your relationships. Depending on where you are in your life, you will be able to set the steps in place and determine the time it will take to reach some.

Mid-term goals are the checkpoints on your way to reaching your long-term goals.

Then there are your short-term goals.

These are the ones I talk about the most, because they are the goals you can set and do right now to take control of your situation. Like setting your personal monthly sales goal and writing out the actions you need to do every day to reach that goal. Once you achieve your short-term goals, your medium term goals will be easier to obtain.

Think of short-term goals as the building blocks to achieving the larger goals you want in your life. So it’s important that your short-term goals enhance and are in alignment with your long-term goals.

In sales, your short-term goals might look like this.

• Reaching your sales target every month

• Working backwards to create the steps she will need to take to reach the goal.

• Creating your daily action steps, like how many calls, emails and texts you will need to have completed each day to set the appointments you need to reach your monthly sales goals.

Don’t forget accountability.

The reason I’ve added the accountability & mentoring aspect to the 5-Figure Paycheck Membership Program is because, according to the Association for Talent Development (formerly the American Society for Training and Development) 65% of people complete a goal if they ask someone to hold them accountable to their goals. And 95% successfully met their goals when they discussed their progress and success with that accountability partner.

Usually in life, the things we want don’t just happen because we hope they will. It takes hard work and planning to make them a reality. Living with intention and purpose.

The best way to figure out your long-term, midterm and short-term goals is to ask yourself, what do I want my life to look like in 5, 3 or 1 year? Write down your answers and set your priorities for each one of your answers.

Use your short-term goals to reach your medium term goals and ultimately your long-term goals. When you have to find your long-term goals, it is easier to say that you’re mid and short-term goals and align them so that you become daily intentional in your actions and why you want to achieve each type of goal. 

Will this guarantee you results? Obviously, I can’t guarantee that, the only way to get results is to take action. I’ll provide all the accountability, support and encouragement but you have to put in the work.

When you set specific goals for yourself, understand why these goals are important to you, and prioritize the importance of these goals, you will be able to reach your goals faster, and be able to work towards them without losing traction. Even if you occasionally don’t reach a short-term goal.

It will also give you direction in what to do on a daily, weekly and monthly basis to continue to move closer to your goals. As you start to see results, it will prove to you that you can accomplish your goals when you have the right strategy in place.

No matter what types of goals you have, it’s hard to achieve them if you don’t have some basic steps to set your goals the right way. I’ve designed the Ultimate Goal-Setting Guide to give you the tools you need to achieve all of your goals.

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How To Set Realistic Sales Goals

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Setting Realistic and Achievable Sales Goals

How are you all doing with this new 2021 way of selling? My face-to-face meetings have started back up again, socially distanced, with masks. Virtual/remote selling and email prospecting has truly saved me. 

Are you finding that it can be very difficult to concentrate sometimes? It will help a lot if you take some time at the beginning of each week to write down your weekly goals, and some time at the end of each day to write out your plan for the next day. In both cases, it’s something you can look at quickly to get back on track when you lose your focus.

I’ve always written these things down, and I use this weekly and daily planning system to keep me on track. Taking my monthly goal, breaking it down into weekly goals, and then daily steps to accomplish and reach my goals. And I would always focus on the three most important things that I needed to do every day.

Here is a link to the quarterly sales planner I am using to keep track and focus on those goals. You can get 15% off by clicking here.

Try focusing on just the top two sales goals.

What??? She just said three one sentence ago!

Even though some people don’t like to talk about it, I think it’s important to recognize that we need to care for ourselves mentally as well as physically. If you’re anything like me, lately I’ve had days where I have lots of energy and motivation, and other days… not so much. And I never know what kind of day it will be, so I try to accommodate this understanding of how my brain is currently working by taking advantage of the best days. Planning accordingly, so that you can try to keep things more level instead of that roller coaster we as sales women know so well.

When you become more consistent in your sales each week, it stops that up and down, high weeks and low weeks roller-coaster, and helps you figure out how much money you will have each month.

Another thing I am doing is allowing for extra time to get things done,

whether it’s prospecting, preparing for a meeting, or the actual meeting with the prospect – everything, to me, seems to be taking a bit more time. 

While my goals of how many appointments I need to set each week (weekly goal number 1) hasn’t changed, I allow two and a half hours to 3 between appointments instead of two and half to 3. Between new technology and keeping lines of communication very clear, that’s what I am finding.

What would your top two things be each week?

As I said before, my number one goal is the number of appointments I want, and need, to have each week. 

My number two goal can change, depending on where I currently stand and how many appointments I have set up.

If my appointment level is low, then my second goal is prospecting. How many people I need to call, email, or text to set more appointments.

In some cases, I’ve also been putting a free Calendly link in my email tagline, so the people can click a link and set appointments with me. Or you can text your prospect a Calendly link in a quick text – like one sentence, saying “I know we’ve been trying to get together. Here’s a link to my calendar so you can pick a time and a way that works best for you. Just click here.” 

Then I send the link. Mine even comes up with a picture of me to make it more personal. They can pick either a virtual appointment or an in-person meeting.

An email or a phone call, followed up by a text is the best way I have found for setting sales appointments in 2020. 

The Calendly link works, which is very exciting!  The principle is the same as a dentist or doctor reminding you about an appointment. 

I have also found the hold ratio on appointments set this way to be 80% or higher!

You can also set up your link to include a cancellation policy that shows on the Calendly link when they set an appointment, and they can choose if they would like a text or email reminder.

After we went into “pandemic mode”, I found it my hold rates were quite a bit lower than normal. So increasing my hold rate was a welcomed feature.  The more appointments that hold, the fewer appointments you will need to set, right? Because when your hold rates are lower, it just means you have to set more appointments to hit your goal.

Which leads me to my last tip — be flexible and allow for change.

Things change so quickly lately, don’t they? What I mean by this is to keep a positive attitude when things change. This could be by being prepared to hop immediately on a virtual call with someone that you’re on the phone with, not giving up when someone needs to reschedule, or if you are just being ignored. 

That’s how I started the Calendly appointment booking system. Rather than getting frustrated, I looked for a solution. Because there’s always a solution if you look for it hard enough.

Let’s review the four tips for setting realistic sales goals for yourself. 

Write your sales goals and plans down. 

It helps you to remember and have something to quickly refer back to you when you get off track. 

● Pick your top two sales goals for the week. 

Three if you feel you can handle  more. But with two, you are still moving forward every day.

I know that sounds so strange, but I’ve lowered it two to be kinder to myself. I may have more than two goals, or tasks on the list, and if I can do more – great. But the top two are my non-negotiables that my day is centered around.

● Allow a little more time than you need to get stuff done, and

● Number four: allow for flexibility while maintaining a positive attitude.  

That’s four tips to get your top two goals accomplished this week. Give it a try and let me know how it works for you in the comments below.

There’s also a link here for my updated Sales Transformation Road-map Know Your Sales Numbers worksheet, so you can see the important numbers to focus on in your sales and how they work with figuring out your sales goals and getting off of that sales roller-coaster!

Know Your Sales Numbers
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