I am often asked by Sales Leaders how to get their teams engaged with their sales goals. The following is how I answered this in a recent interview for the Society of Advancement of Consulting:
“The surest way to ensure success in engaging employees is to involve them in the establishment of the initiative’s goals” says Colleen Francis, founder and president of Engage Selling Solutions (www.EngageSelling.com), a North American based sales consulting company.
“For sales organizations, this is especially critical: if reps don’t understand or believe that their sales targets are achievable, they won’t internalize them and are less likely to hit them. Taking the time to help reps understand where the quotas came from, demonstrating that they are achievable and soliciting their explicit commitment can make the difference between success and failure.”
Now is the time to ensure all reps are all onside, both with what is left to close for the year PLUS what is coming in their targets next year. Sit down with everyone one on one to have a detailed conversation about their 2012 goals, the companies expectations and how each seller can make a contribution. The more you involve your team in the goal setting, the more likely they are to hit the goal.
Dedicated to making this your best year yet,