Most New Year’s Resolutions fade away quickly. Yet, there is an opportunity for you to help your sales people stick to theirs. Listen to this episode of the Sales Management Minute to learn the secret to getting goals to stick.
January is the worst month of the year for those of us who are serious about exercising at the gym. The gym is packed with New Year’s Resolution people who have “committed to being fit” this year. The serious lifters don’t fret because we know most of them will be gone by February 1. Their resolution won’t stick.
Now, this is fine for the gym, but it’s big trouble if these are your salespeople. The new year brings about a rejuvenation of your sales team. There’s optimism,energy, smiles… and the team is psyched. Yes, last year was tough, but this year will be great!
Yet, just like the exercisers, their New Year’s Resolution can fade away if you don’t harness their energy and channel it. Meet with each of your salespeople and set goals for the year…not feel good goals, but rather specific, measurable ones.
Commit, to your salespeople, that you will be their coach and keep them on track with achieving their goals in the new year. Meet with them regularly to compare performance to the goals they’ve set. You may be tempted to tell them their goals, but remember, if they set them, they own them.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.