The difference between a thriving team and one that's merely treading water often comes down to one crucial factor: goal setting.
The ability to set clear, achievable goals and create a plan to reach them can supercharge your sales team's motivation, focus, and ultimately, their success. But the reality is, many salespeople struggle with goal setting.
That’s why we sat down with Nigel Dunand from Sandler Training, to discuss not only the importance of goal setting but how just six questions can help set your team up for success. You can watch the full interview here or keep reading for the key takeaways.
The Importance of Goal Setting in Sales
The statistics are startling: less than 20% of salespeople set written goals. This lack of clarity and direction can significantly hinder their performance and overall success. Setting goals provides salespeople with a clear target, a sense of purpose, and a roadmap to follow. It helps them stay focused, motivated, and accountable, ultimately leading to improved productivity and sales outcomes.
The 6 Questions to Empower Your Sales Team
- How committed are you to achieving this goal? And why?
Understanding the level of commitment is crucial. It's not enough to simply set a goal; salespeople need to have a deep-rooted desire and a compelling reason to achieve it. Encourage them to reflect on the personal and professional benefits that achieving this goal will bring. The stronger the commitment and the clearer the "why," the more likely they are to persevere through challenges and achieve success.
- What will achieving this goal do for you as a person?
This question helps salespeople connect their goals to their personal aspirations and values. It encourages them to think beyond the immediate sales targets and consider the broader impact on their lives. By understanding the personal significance of their goals, salespeople are more likely to be intrinsically motivated and driven to achieve them.
- What behaviours will you have to change to accomplish this goal?
This question prompts salespeople to identify any habits or behaviours that might be hindering their progress. It encourages self-reflection and a willingness to adapt and change. By recognising the need for behavioural change, salespeople can proactively address any obstacles and develop the necessary skills and habits to achieve their goals.
- Who would be an appropriate accountability partner for you on this goal?
Accountability is key to staying on track and maintaining momentum. Encourage salespeople to identify someone they trust and respect who can provide support, encouragement, and constructive feedback. An accountability partner can help them stay focused, motivated, and committed to their goals.
- What is the next step you should take to achieve this goal?
Breaking down larger goals into smaller, actionable steps is essential for making progress. Help salespeople identify the immediate next step they need to take to move closer to their goal. This creates a sense of clarity and direction, making the goal seem less daunting and more achievable.
- How will you celebrate when you achieve this goal?
Celebrating achievements is an important part of the goal-setting process. It reinforces positive behaviour, boosts morale, and provides a sense of accomplishment. Encourage salespeople to plan how they will celebrate their success, whether it's a personal reward, a team outing, or a special recognition.
Key Takeaways for Sales Leaders
- Make goal setting a priority: Encourage your sales team to set written goals and provide them with the necessary tools and support to do so effectively.
- Foster a supportive environment: Create a safe space where salespeople feel comfortable sharing their personal and professional goals.
- Lead by example: Share your own goals and demonstrate your commitment to achieving them.
- Encourage regular reviews: Schedule regular goal review sessions to track progress, provide feedback, and make adjustments as needed.
- Celebrate achievements: Recognise and celebrate the accomplishments of your sales team, both big and small.
The road to sales success is paved with well-defined goals, unwavering commitment, and the occasional celebratory donut (or two!). By implementing these strategies and embracing the power of the six questions, you'll transform your sales team into a goal-achieving powerhouse.
If you have any questions about this episode or you’d like to be a part of the series, reach out to the team at bridget@babelquest.co.uk.
