“When it is obvious that the goals cannot be reached, don’t adjust the goals, adjust the action steps.” -Confucius
Reaching goals can take a little time. It can also take a strategy, which many of us don’t consider as we start driving toward the goal.
Most of us know how many cars we’d like to sell in a specific month, or have an idea what kind of return we’d like to see on a mail campaign. We set these goals and trust those working for us will help us get there. Sometimes that trust isn’t developed around a strategy – meaning, you’re trusting the players to get out on the field without the playbook.
When it comes to setting goals, you have to develop your own playbook.
When we aren’t hitting those monthly or quarterly sales goals, we often blame the players. Fact is, many of the players we work with end up out on the field with no idea how to get to the goal. They want to do good work for you – they just don’t know how to start the play. We can blame this on bad management all day, but there are dozens of reasons sales teams aren’t trained properly.
Now is the best time to ask yourself – do your players have what THEY NEED to make the sale, rather than just having what it takes?
If you’re not sure, we can help you. Let’s talk about it! Call us today at (877) 355-6245 so we can talk about your goals for the upcoming year.