Many salespeople feel that if they have a quota, they have a
goal.
Quotas are not goals – they are assigned numbers.
In many cases, a
salesperson doesn't even believe a quota is achievable. There is
no personal motivation to achieve this number because there has
been little or no discussion about why this number is important
for the salesperson.
If a goal means
nothing to the person, there won't be a lot of effort put into
reaching it. A goal is something a person strongly desires
and makes a commitment to work for. When salespeople set
their own goals, they feel more motivated to achieve them.
1) To begin to set
your own goals, first decide what you want - new furniture, a
big screen television, $5000 in the bank?
2) Then determine ...
How much in commissions or new business will it take to get you
where you want to be? What has to happen to get that amount?
3) The next step is
critical: Write the information down – determine what you want
to make and a plan to get there.
4) The final step is
to set a time frame.
Now you have a plan
to follow and you can track how well you are doing.
Setting and achieving
real goals takes time, thought, and planning. The great news is
that once you have invested this time, you have taken a major
first step toward achieving your goals.
© Sandler Systems, Inc. All rights reserved.
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