Struggling to hit your sales goals? Turning it around might be as simple as making a few small changes to your process. As always, it's easy to set goals, and more difficult to lay out a path to achieving them. But that shouldn't stop you. To establish consistent success in reaching your sales goals, you need a clear plan, a culture of accountability, and a team that's willing to set aside distractions to focus on the real work. Get started with our 3 simple strategies for reaching your sales goals and improving performance.
1. Establish Accountability
If you want your reps to put in the necessary effort, they need to be accountable for their results. Establishing accountability doesn't have to mean embarrassing your reps or publicly calling out poor performers – the numbers tell the story. Even for reps with strong internal motivation, it can be easy to skip those last few calls or that last bit of prospect research when you believe nobody is watching.
You don't need a complicated setup to make this work. Weekly emails, where each rep shares their numbers for the current week and goals for the next week, are a great low-stress way to manage accountability.
Accountability also inspires healthy competition. When a struggling rep sees someone else having success, you want that rep to be motivated, not intimidated. Your top performers set a standard that everyone else can aim to reach.
2. Eliminate Distractions
We work in a world with constant distractions. One minute you're working on a presentation, the next you're 10 pages deep in a completely unrelated Wiki rabbit-hole. Most reps can find some improvement simply by keeping one question in mind: “Is what I'm doing right now moving me closer to my goals?” If the answer is no, it's time to eliminate the distraction.
Distractions don't have to be unrelated to sales work. Sometimes, spending to much time on the wrong activities, even if they might be productive in a different context, is enough to sink sales goals.
Technology can be distracting, but setting clear boundaries between work and fun makes a big difference. In other words, don't put the icon for Candy Crush right next to the Salesforce app on your phone. It will still be waiting for you when you get home.
3. Plot a Clear Path to Success
Too often, reps establish ambitious goals without a real plan for how to reach them. This is always a mistake. A new or struggling rep needs accountability, but they also need guidance. You can make a big difference by helping your reps establish a clear plan for reaching their goals.
Break big goals down into more manageable, focused milestones, and provide strategies for how to hit each mark. Which activities should your reps pursue, and how much time should they invest in each? There should always be a clear path from A to B.
Keep your door open. When a rep comes to you for help, it's important to be available. It can also be very helpful to direct a struggling rep to a team member who has dealt with and overcome the same challenge.
Every one of these suggestions is a two-way street. You can establish accountability, teach your reps to avoid distractions, and help them develop plans to reach their goals, but ultimately they need to buy in, too. When your team is on the same page and working efficiently, individual results often follow suit.