You’re getting to the end of first quarter.
Some of your reps are on plan and then you have a few stragglers—and it’s frustrating because you did:
- Great territory and account planning.
- You didn’t set one-size-fits-all goals.
So why isn’t everyone achieving their goals?
You may have missed three areas of the goal setting process. And without these three areas your salesperson lacks clarity, confidence, and the right companions.
#1. Help your salesperson get clear on their why.
This timeless advice comes from author and speaker Simon Sinek. When setting goals, it’s important to ask your salesperson a simple question:
Why is this goal important?
Then rinse and repeat. Ask the question again and again—at least five times.
Each “Why does this matter” forces clarity. Without clarity, a salesperson won’t do the hard work needed to achieve big goals.
When I started in this business of speaking and training, I struggled. Selling to vice-presidents of sales and CEOs was different than being a vice-president of sales. I was selling my services to the best salespeople in the world, and they can be tough buyers.
What kept me going after hearing multiple no’s and not now’s?
I was crystal clear on WHY I wanted to be in this business.
- I really love teaching and helping others.
- I feel enormous satisfaction observing that “ah-ha” moment when a person learns a new skill. Or I observe a change in behavior that’s going to make a big difference in their business and personal life.
- I get a real kick out of watching teams collaborate and have more fun because they’ve developed their interpersonal skills.
Help your salesperson get clear on their why.
#2. Mentally your sales team prepare for the messy middle.
Coined by Scott Belsky, the messy middle is that perilous place where dreams go to die. It’s the space where you leave your comfort zone, however, you’ve haven’t quite achieved the mastery zone.
It’s messy!
In the messy middle, emotions run rampant telling you that the goal is too hard to achieve, you don’t have what it takes, or maybe this was a bad idea.
Let’s look at you, Mr. or Ms. sales manager. A sales leader must learn and master the new skills of training and coaching—skills that are different than selling skills. Their first coaching session turns into a verbal vomiting session with the sales manager doing more telling than asking.
It’s messy.
However, with repetition and practice, a sales manager can become a master coach.
And the same goes for your team. When they are learning and mastering new skills, it will be difficult. It will be messy.
Teach and prepare your team to go through the messy middle.
#3. Trim your invite list.
Remind your sales team that not everyone should be invited into your world. Your life is not an open-house event.
Invite people who are yes-sayers not naysayers. This doesn’t mean they are blind to reality.
It does mean they are blind to obstacles because they’ve trained themselves to look at obstacles as learning boulders. They have a deep belief that they WILL cross the boulder and when they do, they’ll be stronger and wiser for it.
Emotions are contagious.
Just as important, don’t invite people who gossip into your world. Remember, people who gossip to you will gossip about you.
These people are culture killers, relationship killers, and professional backstabbers. Invite people who practice the mantra, “If you can’t say anything nice, then don’t say anything at all.”
Look at your guest list and make sure each guest is adding, not detracting, from your life.
Want to achieve sales goals or any goal?
Get clear on your why.
Prepare for the messy middle.
Curate your guest list carefully.
Good Selling and Leading!