- They set activity-based goals –
Setting results-based goals can be dangerous. You can’t directly control the outcome of your work. If you want 6 face-to-face meetings per week you may not make it. People may be out of office or too busy and you miss your goal. Instead, look at your historical data and decide how many calls you need make to book 6 meetings. If it usually takes 35 emails and 20 telephone calls to make 6 appointments try increasing or doubling that. Keep doing activities that work.
- They share their goals with others –
Reps who make their goals, share their goals. By telling and sharing with others there is an accountability factor created. Your peers will know what your plans are and will be curious if you pulled through. Also, writing goals and posting them for yourself and others to see helps drive vision and completion.
- They choose small, specific, short term goals –
The larger the goal, which may seem insurmountable, the more likely reps will fall off and not achieve. Pick goals that are small, specific and short term. You feel energized as you meet and complete goals. Then start setting harder ones.
- They walk away from dead deals early –
Walking away from dead deals early is hard and requires discipline. I have found that few reps have the strength to do it. However, by walking away you have more time and a better chance of working on deals more likely to close. Many times we make an emotional connection with a deal and that can become dangerous, and not allow the rep to walk away. The longer a bad deal is worked, the harder it is to walk away.
Good selling!
Make 2019 your best year yet!
