This is the first installment of ‘The Crush 2019’ Series. To help crush your quota this year, keep an eye out for Parts II and III. Part II focuses on dress tips to increase your earnings, and Part III offers examples of sales pitches with proven success that you can use to help craft your own.
There are three tools that you’ll need in order to crush 2019:
Finding Examples of SMART Goals for Sales Reps and Attempting to Set Goals Doesn’t Really Matter
Type “goal setting” into Google and hit enter. (Go ahead and try it… Seriously.)
My 0.61 second search yielded over 49 million results! You can easily become overwhelmed with the ungodly number of articles promising the most effective method of setting goals. With everyone searching for the “secret formula,” you’d think it would be out there, but the problem is most are searching for the wrong thing.
It’s not the goal setting aspect that matters.
The ‘Earth-Shattering’ Reveal
“To make something of yourself you must have goals,” said in that preachy father-like voice. We’ve heard it over and over from parents, teachers, media, motivational speakers, coaches, our favorite movies, and the list goes on. We’re bombarded with it until it’s become part of our being, so much so that millions of articles have been written about it, over 49 million to be exact.
We know how to set goals but often fail to recognize and understand how to actually achieve the goals we create for ourselves. Enter S.M.A.R.T. Goals – the best method to not only set goals, but make sure there’s a plan in place to reach our desired result.
Big Goals Invite Big Obstacles
It’s no secret that accountability produces results. Whether you’re a manager setting the quota for your team or a sales rep who won’t stop working 15 hours a day to get that beautiful new BMW that’s been on your mind, holding yourself accountable is the driving force that allows you to reach beyond your current disposition and realize your maximum potential.
To say that you’re going to encounter a few bumps in the road along the way is an understatement. Whether you’re setting sales goals or personal goals, the path to success is not void of obstacles.
The people who push on and persevere when everyone else so eagerly gives up are the people with the biggest goals. When you have small goals, every challenge proves more difficult and every obstacle seems larger.
S.M.A.R.T. Goals Stands For:
Specific clear and unambiguous telling exactly what is expected
Measurable concrete criteria for measuring progress toward goal attainment
Attainable challenging and high reaching but ultimately can be achieved
Relevant is in alignment with the individual, team and goal
Time Related a committed deadline
SMART Goals Examples
SPECIFIC: More than just setting a goal to increase door knocks, a SMART goal would be to increase door knocks by 10 per day.
MEASURABLE: Have a concrete number to achieve. For example, increase sales by 17% by the end of the next quarter.
ATTAINABLE: Don’t set a goal that is not possible to reach. For example, increase door knocks by 10 per day is doable. Increasing by 500 is just unrealistic.
RELEVANT: If it doesn’t fit with the mission of the company as a whole, you may want to find a new goal to set.
TIMELY: There needs to be a due date on the objective. Increasing door knocks by ‘X’ amount by ‘X’ date is how you set a SMART sales goal.
Setting goals is crucial to success. Why? Because they hold you accountable, keep you motivated, and give you a way to measure success. There are some specific guidelines when setting goals to adhere to in order to make them attainable. By following the SMART guidelines you’ll create goals for your team or yourself that will increase the likelihood of you hitting them, which is the ultimate goal, right?
Questions to Get You Started & Set Objectives:
– What am I hoping to achieve?
– With whom?
– Are there any limitations?
– What is the result of achieving this goal? What happens if I fall short?
Statistic Brain conducted a study of more than 4,000 individuals and found that very few people achieve their goals – what a shocker.
By “few people,” they mean only 8% of the study’s participants achieved their New Year’s goal in 2015. Additionally:
75% made it through their first week
71% made it past two weeks
64% made it past one month
46% made it past six months
To simplify this… Let’s assume all 325 million people in America set a New Year’s goal for 2019.
With an 8% success rate, a mere 26 million people would actually achieve their goal, leaving almost 299 million people whose goals would go unfulfilled.
Well That’s Sad, So What Gives?
Each goal that you create for yourself is important and needs to be accompanied by an action plan. This is your new harpoon to achieve results. The objective of goal setting isn’t to simply sit back and hope it becomes a reality, it’s to complete the necessary steps to see it through to fruition.
Half the battle is taking the time to write your goals, and the other half is putting them into action.
Unfortunately, the halfway point is where most sales reps stop.
Food For Thought: A goal that isn’t written is just a thought; a goal without action is just a written dream that soon vanishes.
Get into Action with these Examples of SMART Goals for Sales Reps
If you want this to be the best year of your life, follow these 5 steps to get started immediately and quit putting it off:
#1 | Write a list of your goals
#2 | Ask yourself, “What do I need to do to achieve this?” Then write all actions to be taken
#3 | Establish a measurement for success to identify how and when you’re successful for each action step, in addition to the overall goal
#4 | Create a time frame to complete each action step
#5 | Identify resources and individuals that will help you complete your actions
Once you’ve completed this plan, dedicate time in your schedule to complete the actions you’ve identified. Commit to waking up 30 minutes earlier or taking a shorter lunch so that you have more time to work each of your action steps. Whatever it takes!
SMART Goals For Door to Door Sales Reps [EXAMPLE]
As a sales professional your goals are likely income related. Whatever your number is, you can achieve more by clearly defining it. The last thing you want to do is wait until September to realize you’ve only earned $40,000 of your $100,000 goal. This would make it astronomically more difficult to achieve, so you need to be more specific.
For the reps selling a product with a short sales cycle, where the decision from a prospect is almost immediate in terms of whether they’re going to buy or not, break your larger goal down into smaller, more specific weekly goals. $100,000 per year is roughly $2,000 per week, so this would be a good weekly income target.
There are instructions on each sales goal template that provide a clear understanding of the sales activities that need to be completed on a weekly basis in order to hit your income goal.
Goal #1 = $2,000 Per Week In Income
If I told you to go make $2,000 this week, would you know where to start and what to do? While earning $2,000 per week is specific and measurable, it’s not necessarily attainable.
Instead, let’s set another sales goal – Goal #2. This is something you’re 100% certain can be attained. This needs to be something you can control each and every day. Don’t wander around with that helpless feeling of not knowing exactly what you need to do to hit your target. The point is to be able to wake up every day and know exactly what needs to be done.
There’s 4 must-know door to door sales metrics, but out of the hundreds of KPI’s in the sales universe, there’s one that you can control every day, without question – Attempts.
Attempts is the number of doors you knock, calls you make and emails you send each day.
It may rain, you might get sick, your car could break down or you could head out fabulous Cabo on vacation for a week, but in the grand scheme of things, you control the number of sales attempts you make.
Goal #2 = “X” Number Of Attempts
Your SMART Goals
Now that we have narrowed it down to goals that are SMARTer, it’s time to get started.
Goal #1: Sales Attempts Each Week
Goal #2: Income Earned Each Week
By focusing on these two areas you’re going to force yourself, or your team, to take the necessary steps to reach your sales goals. Creating a goal for sales attempts provides insight into your pipeline.
The number of attempts you or your team makes each week is great to track and measure because it’s a controllable. It’s also exceptionally beneficial if you understand how important your sales process is in door to door sales, specifically as it relates to follow ups. One of the biggest mistakes salespeople make is not following up, regardless of the reasoning.
The truth is that your sales fortune is in the follow up because 48% of salespeople won’t even make a single follow up attempt. With 80% of sales requiring at least 5 follow ups after the initial meeting, you’re losing out on an absurdly ridiculous number of deals by not reaching back out.
The income goal will have you focused on pushing potential customers through the pipeline quicker, having leads come out the other end as sales and income. Don’t put too much emphasis on one over the other because:
Greater Emphasis On Income = Not filling up your pipeline
Greater Emphasis On Attempts = Not driving your pipeline
Monitor KPI’s with a Sales Activity Tracker
To validate, monitor and achieve sales goals, you need to understand what is takes in order to achieve them. KPI’s are your eyes and ears to ensure you’re reaching targets.
Utilizing an activity tracker that’s tied into your sales software is a great way to coach your team and show reps the activities they need to accomplish in order to be successful.
However, any time a reps hears the word “tracking”, they automatically assume you’re “big brothering” them.
This is not always the case.
Tracking your desired KPI’s through activity tracking shows you the volume of each activity (contact attempts, pipeline velocity, opportunities, etc.) that needs to be attained in order to reach goals.
It’s not micromanagement, it’s providing actionable insight so reps can exceed their quota.
Result for Reps: more closes. Results for Managers: growth in revenue.
Using SMART Goals as a Sales Manager
A great exercise is to sit down with your team at the beginning of the year to walk them through this exercise. They might not even know their goals. Help them create their goals, track them and hold them accountable.
There’s no better way to have a happy sales team than when they are crushing their goals.
A similar exercise can tell you how many sales reps you need to hit YOUR goal.
The accountability starts now!
Once you have completed this plan, dedicate time in your schedule to do the actions that you identified. Commit to waking up 30 minutes earlier, grabbing a cup of coffee and taking action toward your goals, or consider taking a shorter lunch to work on your action steps. Whatever it takes! Take these examples of smart goals for sales reps tips and begin your domination today.
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