Are You a Goal Dictator?
Warren Buffett is a truly brilliant man. Of course this is my opinion and may not be everyone’s, that’s fine but here is why I say that. Warren Buffett is a billionaire many times over. He has truly earned all of his own money and is well respected because if it.
There are many people, including him, that feel that the amount of money he has is crazy over excessive and certainly not necessary.
Since he does feel that way, not only has he committed to give half of his fortune away to charity, he has enlisted other billionaires to do the same through the Giving Pledge;
“The Giving Pledge is a commitment by the worlds’ wealthiest individuals and families to dedicate the majority of their wealth to philanthropy”
What do I like about this? Well besides the obvious, which is helping people in need, I like it because it allows these billionaires to do something good, great in fact, by choice. Choice is a very important part of the human psyche. When we are given choices and opportunities to make them, we feel empowered and we have ownership.
How can we adopt some of this thinking into our own organizations today? Simple work with your sales people in helping them develop their own goals. I’m not talking about setting charity donation goals, though that is a great idea, I am just talking about the idea of choice.
periodically we start fresh with a new year, new goals. Often companies have revenue goals and from that, trickle down these numbers to their salespeople to create their goals. That would be great if that worked but I would bet money that most of you would tell me that the majority of your sales people didn’t reach that goal in which you wanted them to hit.
Goals
Why? There are several reasons. One that you can change the outcome of right now is to give them some ownership in creating their goals.
Try this. Start with how much money they need to make as well as how much they want to make. There is a difference. When I say have to make that is to pay bills and live their life. What about the other “stuff”? The stuff that gives them the motivation to do whatever it takes. What is that? If you can help them uncover it, everyone wins.
Additionally, when you dictate that number, even if it could get them the “stuff”, those things that do motivate them to do whatever it takes, that exercise must be done so they can come to that realization themselves. That is important. Carving the path for someone instead of letting them carve out their own is massively different. You must let them go through this exercise. Find out what the underlying needs and wants are?
Sales
Of course objectives need to be set. A sales manager or company executive makes corporate objectives they are a true road map for the company. How often are these targets missed? Often we set them high so we can count on “a good 80%”.
These are not goals. If you truly want accountability goals there are a few things that are important.
- Goals need to be set with each salesperson not for them. When someone has skin in the game with the goals and they mean something to them personally, the chances of achievement are much, much higher.
- The other is to create activity goals not revenue goals alone. Activity goals can be tracked, revenue goals can not. Therefore, it is important to work with each salesperson on what steps of the sales process they are in and how to move down the sales funnel. This is what will help corporate goals be met as well as salesperson individual goals and the feeling of personal achievement.
If you want help, here is a free download to walk you through it. www.StartwithGoals.com. To get started begin with you. What do you want? Why do you want it? What would it mean if you achieve it?
Remember when someone creates their own destiny and has worked through the process of how to get there, they are empowered, engaged and feel good that they made their own decisions.And maybe if this goes well, create your own giving pledge among your sales people as well. How much would they like to give, to whom? Let’s have them share that in a sales meeting!