The 3 Most Important Sales Goals to Increase Your Sales
Posted by: Cheryl Clausen in Sales Tools, tags: increase sales, sales coach, sales goals, sales planPreviously as part of the “Strategic Sales Master Plan” you defined your mission. As you recall your mission describes how you will move your hands and feet. While your vision is long-term in nature something you work toward over several years your mission is what you absolutely must accomplish this year.
Your Mission is Your Line in the Sand
Your mission represents the line in the sand defining what you will accomplish within the next year no matter what because it’s that important.
You can’t achieve your mission without successfully accomplishing the 5 critical factors. And you can’t fulfill the critical factors without the goals you’ve written down. In combination each piece provides the foundation required for a successful service business.
Goals represent the actions you will take to fulfill the critical factors. You have a list of goals. If you’ve done a thorough job you probably have at least 5 goals listed in relation to each critical factor. Doing the math that means you have a goal list with at least 25 goals.
Now that could feel a little overwhelming.
Goal Playoffs
If you’re a sports fan this next step will be an easy one. You can’t focus on so many goals at once because it is just too overwhelming. So we need to whittle your list down to your top 3 most important sales goals, and put all your focus on those goals first. Once one goal is completed you can then move another goal into your top 3 list. So here’s how to play the goal playoff game.
Get all your goals on one list. Now compare the first goal on your list to the last goal on your list and choose which goal is more important right now.
Place an asterisk next to the more important goal between the two. Keep working your way to the middle of your page putting an asterisk next to the more important of the two goals.
The last one may not have another goal to compare it against so that goal gets an asterisk by default.
Next start at the top of your list and compare with first goal with an asterisk to the next goal with an asterisk and decide which of those two goals is most important and place a star next to that goal. Continue until you run out of goals.
Now rank order the goals marked with a star from most important (1) to least important.
At this point you now have your 3 most important sales goals.
Making Progress
You really need to accomplish most of your goals to accomplish your mission so simply completing these 3 goals is not enough. You must continue to make progress throughout the year. So when you’ve successfully completed a goal you mark that goal as completed, and select a new goal from your goal list to put in your top 3 most important sales goals list.
Some of your goals are never actually completed because you will always need to take that action. For those goals accomplishment is defined by your ability to successfully take those actions, and produce the intended result. When you get to that point you continue the action and add a new goal to your top 3 most important sales goals because those actions are now just part of your normal behaviors.
Okay, get to work and pick your top 3 most important sales goals.
Coach Cheryl
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