Setting Realistic Goals
Below is a MRR and PLR article in category Business -> subcategory Sales.
Setting Realistic Goals
Summary
Achieving a sale or moving closer to a goal brings a sense of accomplishment, motivating us to sell even more.
Article Body
Experiencing success, like closing a sale, can be incredibly motivating. However, setting unrealistic goals can have the opposite effect, often leading to disappointment and demotivation.
Most of us have encountered situations where we've been handed impossible targets by superiors. When goals are unrealistic, the result is often a sense of frustration that can diminish team morale.
When sales teams strive to meet unattainable goals and fall short, they may feel discouraged, which can make it challenging to maintain motivation. Simply put, unrealistic goals take the joy out of selling.
A Personal Experience
During my tenure in the banking industry, I managed a sales team at an in-store branch within a grocery store. With an estimated 7,000 people passing through the store weekly, we were tasked with opening six checking accounts per day, among other expectations. This translated to 180 accounts monthly?"a target we found unrealistic.
In-store banking was a new concept at the time, and these targets were often set by individuals who had never worked in such environments. It's important to note, I'm not resentful?"I'm highlighting a prevalent issue in many organizations.
This challenge can also go the other way. Sometimes, targets are set too low, limiting the team's potential. Despite our efforts, my team never achieved the set goals, though we maintained our best performance. However, morale suffered.
We attended semiannual sales rallies where other branches received awards for meeting their goals. It was disheartening to see my team leave empty-handed, despite their hard work.
Setting Achievable Goals
When setting goals, they must be realistic and attainable. Consistently meeting goals boosts motivation. Once a steady achievement pace is established, it's time to challenge yourself or your team by raising the bar incrementally.
Remember, when adjusting goals, they must remain realistic to prevent overconfidence and potential setbacks.
Final Thoughts
Goals should be devised by people who understand the team, their capabilities, and the market. If this isn't the case, propose this approach to someone you trust within your organization.
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