Every January many people tend to make resolutions, both personal and professional. By the end of the first month, the majority of those people fail.
Why do some people fail where others succeed?
According to Statistic Brain, a site that compiles data from academic sources, “People who explicitly make resolutions are 10 times more likely to attain their goals than people who don’t explicitly make resolutions.” The same goes for sales goals!
If you want to succeed in ad sales, goal-setting should be a top priority. Last week I shared my 5 proven ways to exceed your 2017 sales goals. The first 5 goal-setting ideas were about developing the right habits, knowing the “why” of your goals, finding an accountability buddy and more.
Here are 5 MORE ways to create, meet and even exceed your sales goals:
Sales Goal Idea #6: Create mini-goals.
A big goal is great. But, there are normally a few steps that need to be accomplished to meet that goal. For example, if you want to grow your sales business 25%, you may need to adjust your prospecting, proposal and closing processes. This means there are three mini-goals to your larger goal. Just like steps on a ladder, you also need to often take small steps to get to the goal. It is imperative that you set these mini-goals right away. Do not wait for failure to then go back and set the mini-goals.
Sales Goal Idea #7: Use technology to track your progress.
I use the Reminders app pre-installed in my iPhone every single day. There are many tools online that are more robust.
Nozbe is used for tracking goals, habits, and daily tasks. Set up each goal as a project and then create milestones, tasks, and habits related to each of your goals. Coach.Me is a veteran of habit-tracking programs. It started with the premise that you have a better chance of reaching your stated goals and establishing new habits if you crowd source feedback and encouragement. The idea of accountability if core to its success. GoalsOnTrack is one of the most robust goal-setting programs. It allows you to record the goal, the purpose, the start date, end date, metrics, sub-goals, habits, and action plans.
Sales Goal Idea #8: Plan to adjust your plan.
Things happen. Or, as I like to say, “Sales Happen”. Every day is not a good day in sales land. So, plan to adjust your goals as needed to keep on track. As a sales coach, I have new clients come to me for help on this point all the time. If you skip a day, get back to it the next day. You may even want to set up a discipline for yourself if you miss. For example, if I don’t prospect for new clients today I will put $10 in my charity jar. I know it sounds a bit silly, but just the fact that you think about consequences as it relates to missing your goal can help you hit your goal. You will fail at some point. So, what is the plan to get back on track quickly? For example, I use a specific date and time to get me back on track. If I miss my hour to prospect at 11am, I push all else aside at 4pm to complete the task.
Sales Goal Idea #9: Set goals that are within your control.
This is critical to your goal setting success. As a sales coach, I see all too often that my clients are headed down a path of doom (that they have set for themselves) because they set goals that they can not control. For example, if you say that you are going to set more realistic revenue goals and in reality do not exercise good control the budget, you are doomed.
Sales Goal Idea #10: Celebrate success.
No matter the size of the goal, you need to celebrate each and every win. My team used to HATE the small hotel style bell that I set on the counter at the front of our office. Whenever a sale was made the sales rep would ring the bell. The ring went from a small ding to a huge smashing of the poor bell after having it in place for 90 days. I keep several of these bells in my desk drawer. I actually encourage the breaking of the bell for huge deals. Celebration can come in small and big doses. From rewarding yourself with a massage to buying lunch for the team. The important part is to celebrate victories.
You CAN exceed your sales goals in 2017. Try out these ideas, track your progress and let me know how it’s working for you!
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More about Ryan: Ryan Dohrn is an award winning sales coach and offers sales training to thousands of sales executives each year. He is also an international motivational speaker and the author of the best selling sales book, Selling Backwards. Ryan is the President and founder of Brain Swell Media, a boutique sales training and sales coaching firm with a detailed focus on sales training and coaching for media and technology companies. He is also the owner and Publisher of SalesTrainingWorld.com an online portal for sales training success.
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