6 Steps to Achieve Your Sales Goal
Without clear sales goals, how far can a rep expect to go? Not that far. Reps need to have clearly defined achievements they are striving for; otherwise, they’ll fall short. “Salespeople who live by goals know where they're headed [and] commit to a goals routine,” writes RAIN Group President John Doerr. In his article, he acknowledges that while it’s not important to have your entire career path planned out, you do need to set targets for yourself. And, these targets can be as simple as an annual sales-number goal. What’s important is choosing a goal and creating and committing to a plan of action.
He goes on to share a six-step strategy to help reps strategically meet their targets. Below are the first three steps:
- The first action to take is to review your goal every morning. Yes, every single morning. Then, scan your plans for the rest of the day and see how they relate to your goal. Once the day is over, review what you did to get closer to that goal.
- Every Friday or Saturday, review the entire week. Go over what went well, what didn’t, and what you should change for the following week.
- Once a week (and this can take place during your week review), meet with your goals partner. “Your goals partner can be a peer, a mentor, a coach, or a friend, but it needs to be someone you explicitly work with each week to make sure you're on top of your goals, staying committed, and pushing yourself,” Doerr explains. And when you meet, don’t just discuss the week’s successes; make sure to mention any challenges you encountered.
After reading all of the tips, consider implementing Doerr’s strategy to see how it impacts your sales. Even if you have a current strategy, think if there are any of his six steps that you can integrate into your own action plan.