{"id":4584,"date":"2015-12-01T17:00:00","date_gmt":"2023-10-18T17:00:17","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4584"},"modified":"2023-10-18T17:36:00","modified_gmt":"2023-10-18T17:36:00","slug":"goal-setting-sales-teams-2016","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/goal-setting-sales-teams-2016\/","title":{"rendered":"5 Ways To Rethink Goal-Setting For Sales Teams In 2016"},"content":{"rendered":"\n

Most of us are familiar with the \u201ccarrot and stick\u201d concept of motivating people with something they might like, but Sandra Butler has taken it to a whole new level.<\/p>\n

A self-described \u201cgoals coach\u201d for direct sales leaders and their teams based in Ottawa, Butler recently blogged about the various ways incentives can be used as part helping staff to do their absolute best<\/a>. Although she says there are different ways to use incentives for a new hire, an under-performing team member or one poised for promotion, there\u2019s also an art in choosing a prize that will keep them engaged:<\/p>\n

\u201cOne of the best incentives I ever ran was the chance to win three hours of housecleaning service,\u201d Butler said. \u201cFirst, I asked them to listen in on specific training calls (I wanted to make sure they were listening to recruiting and building team calls) and then I asked them to email me their key takeaways.\u201d<\/p>\n

Free housecleaning might be particularly helpful as we approach the new year, when tidying up after the holidays feels like even more of a chore than usual. Along with the incentives, of course, sales leaders need to set the right goals. Here\u2019s a handful that could help you and your team:<\/p>\n

Think Across Timelines And Stay Flexible<\/b><\/p>\n

The coming of a new year may make it seem like sales teams should be given goals for all of 2016, but it doesn\u2019t have to work that way. In fact, sales training consultant John Doerr has outlined six different steps<\/a> that include setting an annual goal but also sub-goals that can be reviewed quarterly, monthly and even every day. The key, he said, is focusing on what\u2019s needed for the organization rather than scouring for an approach that would fit any sales team or company.<\/p>\n

\u201cSometimes when we\u2019re working with salespeople to craft their goals and actions they get hung up on having \u2018the right template\u2019 or detailed tracking mechanism, and since they don\u2019t have it, they don\u2019t even get started,\u201d he said. \u201cDon\u2019t fret too much about the tracking sheet, but do concentrate on taking a step toward your goal every day.\u201d<\/p>\n

Make Goals As Visible As Your CRM Data<\/b><\/p>\n

The most successful companies use CRM<\/a> because it puts the essential information in one place where everyone has access to it. Writing on Success.com<\/a>, Sales Coaching Institute CEO Doug Dvorak says a similar tactic is necessary with information about goals. In other words, they should not only be written down but displayed in a way that makes goal-setting and achievement wedded to the corporate culture.<\/p>\n

\u201cCreate easy to see goal boards that have individual and team goals highlighted on them so that setting and reaching goals becomes an important part of your everyday efforts,\u201d Dvorak writes. \u201cThere should be an emphasis placed on the greater good of the company, so some feelings of teamwork and togetherness start to form.\u201d<\/p>\n

Make Goal-Setting Collaborative\u2014And Fun<\/b><\/p>\n

Working in sales often means hitting a number, but the goal-setting process should go well beyond that. The best sales leaders tie goals into the personal development plans of their teams and encourage them to picture their short- and long-term success. In fact, a consulting firm based in the Greater Toronto Area called Creating Inspiration hosts goal-setting \u201cparties\u201d<\/a> complete with vision boards and visualization habits reps can use every day to reach their target. The same concept could be done even within larger organizations, perhaps as part of celebrating some team victories as we come towards the end of 2015.<\/p>\n

Think Forward, But Work Backwards<\/b><\/p>\n

Goal-setting is about laying out the journey your sales team needs to take, whether it\u2019s growing the overall volume of customers or increasing market share in a particular sector, product or service area. It may be hard to imagine that future, but sales training consultant Amy O\u2019Connor says it\u2019s a critical part of the process.<\/p>\n

\u201cBegin with the end in mind \u2013 then build the strategy to get you there,\u201d O\u2019Connor writes on the Jeff Shore blog<\/a>, offering three great questions to consider:<\/p>\n