How To Set Sales Goals Your Team Will Hit 100% Of the Time
This is a shorter video from a virtual webinar we did recently. Richie shares a strategy we have found on how to set sales goals that keeps sales reps highly motivated, engaged, and excited every single week.
Instead of focusing only on the end result (typically collections or deals closed), make the goal completing the most effective activities needed to achieve the end result.
Now, as long as they keep doing, they will always hit the goal and as a result will eventually develop the skills, form the habits, and become the person they need to be to achieve the end result consistently.
Then you just track the activities and the conversion rates between them to make adjustments and determine the Next Play™.
The five all-star recruits or the six all-star recruits. That’s what you want. But at this point in time, I want you to stop making that your goal.
I want you to start making your goal to say every day, I’m gonna do these four things.
And if I do those four things, every single day, I achieved my goal for that day.
So no longer is your goal here. Your goal is to say, I’m gonna do these things every single day consistently for the next year.
I promise you, you will build the skills and develop the habits to have this.
The first thing I’d like for you to do right now is think about in your mind, what’s a championship trophy for you right now when it comes to recruiting, is it having five all stars underneath you?
If you were to say, here is my outcome, here’s my win. All right. What does that look like for you for recruiting? If you were to write it down right now, what’s the outcome?
That’s having five, all stars performers underneath you. Let’s say that’s the outcome.
Are you all with me on that? Six. I like it. See Susans right. I’m going six. I love it.
What a lot of people teach and I was one of them years ago. If you guys were with the company three or four years ago, when I came and did a keynote.
I talked about having a goal, writing it down. It’s so important.
What I actually want you to do today a little bit different than anything we’ve done before is I want you to go ahead and forget about it because I can tell you right now, so many people will not do the required things that are necessary in order to get to this outcome, because it’s so far away.
There’s so many steps to get there. There’s so many plays to be able to execute. There’s so many failures down the road that we end up never getting here .
What if I said right now, don’t worry about that at all. I want you to completely forget about this outcome.
The Plays To Achieve The Outcome
Instead, what I’d like to do is figure out what are the specific plays that you would have to execute in order to get here?
This could be jumping into groups and starting the conversations, posting one value post a day, doing your lives, whatever those specific plays are that you would need to execute in order to eventually get to have those five all stars.
What would those be?
So the more specific you are here, the better and always on a day to day, like how many value based posts and how many specific groups per day? Five days a week, for example. We want to get that specific.
So who wants to share? So Audrey says join more groups and posts and number two, talk about it on your live. I’m seeing from Susan goods posting more consistently, what would that look like when you say post more consistently?
How many times? Well, Susan says talk and message 10 new people a day. Mm. I love that one.
So by a show of hands. How many of you, when you message people get negative responses?
Just so you know, every business myself, we get negative. And so I just wanna make this reminder, if you’re in business, you’re gonna get kicked in the teeth.
You’re gonna get mean people you’re gonna get negative people, people that say don’t ever talk to me again, You’re the dirt, you’re the scum of the earth, all of these things, right?
And we see them unsubscribe, but I want you to know that that’s normal and that just because you’re getting those you definitely shouldn’t stop.
It actually means you’re doing the right things and you’re getting through the rubble to get to the right people.
Sometimes we lose sight of that in the messaging and what we’re doing.
What are the things that you can absolutely do consistently?
Achieving The Goal
Building the skills, developing the habits, to be able to get to this outcome will become inevitable for you.
If you consistently make achieving and doing these things on a daily basis, your goal.
Moving forward, we already know this is what you want, right? The five all-star recruits are the six all-star recruits, but at this point in time, I want you to stop making that your goal.
And I want you to start making your goal to say every day, I’m gonna do these four things every single day. And if I do those four things, every single day, I achieved my goal for that day. So no longer is your goal here. Your goal is to say, I’m gonna do these things every single day consistently for the next year.
And I promise you, you will build the skills and develop the habits to have this.
Will it happen in three months, six months, a year, two years?
I’m not sure but the good news in all of this is that you’re gonna become the type of person that you need to be to not only get here, but to pretty much do anything, to build any business, to grow your team, to grow your influence, to be able to do things that you might not even be thinking about right now to open doors that you might not even know are in front of you in three months, six months, two years from now.
And so that’s the power of forgetting about the goal.
Forget about, oh my God, I feel like a failure. Cause I’m nowhere near here make the goal executing these plays every single day and then once you’ve done that at the end of the day, I’ve hit my goal for the day I did it.
I achieved it.
And then over time you will develop the skills and you will form the habits to get here and achieve whatever it is that you want in general.
That’s why you’re all here, right?
It’s to get better. It’s to become better people it’s to become better business owners, better communicators.
And it’s just knowing in the back of your mind that I know if I do these things, I’m gonna systemize them.
I heard this mindset and it really changed the way I started posting cuz I was always like, oh, how many likes are we getting? How many this are we getting?
And of course, I look at that stuff and I think it’s important, but at the end of the day, it’s really not.
Does it actually help people? Are you doing it for you? Because you know that you’re gonna actually help the people in front of you.
I’m only posting stuff now because I know there’s gonna be a percentage of people that this will touch that it will impact. And when you do that, when your life is about how can I provide people value.
How can I give what I know away and give it to them, then they’re gonna come to you for implementation for support of that.
In conclusion, make the plays your goal and as a result of making these your goal every day and just hitting your goal because all of you can do it, the outcome will become inevitable and you will become the person, develop the skills and form the habits to be able to do it moving forward and help others do the same.
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