Personal Commitment: The Key to the Crushing Your Sales Goals
Working in sales is no joke. As the lifeblood of a company, it’s critical for the sales engine to keep the new prospect funnel flowing, but when this is a struggle, the failure cracks start to show. In addition to being accountable to both themselves and their employers, the team is also accountable to the entirety of a business.
Simply put, when the sales process is flawed, growth is impacted. Needless to say, this kind of working landscape can create a ton of stress. To combat such a scenario, for the longest time, employers and managers have taken to setting realistic, measurable goals as a way of helping their sales teams stay motivated and create results.
Without a doubt, this still works and needs to absolutely be part of the process. However, what has changed in recent years is the focus with which salespeople should set and accomplish said goals. Instead of directing the bulk of energy on processes and outcomes, to increase the likelihood of goal fulfillment, more emphasis must be placed on personal commitment and emotional intelligence.
Commitment Through Well-Placed Control
The problem with sales-centric goal setting has never been an issue of desired outcome, but one of commitment and execution. Think about it — what salesperson wouldn’t readily be open to the idea of more individual success? That said, while a sales goal and its rewards are certainly attractive, what often derails well-intentioned salespeople is a fear of failure and lack of personal control.
And it makes sense — success isn’t easy to come by, yet failure is. Success can only sometimes be controlled, whereas much of failure sits in the hands of the salesperson. It’s not that members of your sales staff are seeking to sabotage your game plan or theirs, but on a subconscious level, they’re more comfortable with idea of voluntary failure than giving it their all, only to come up painfully short in the end.
So how do you bridge this gap? It starts with verbal commitment along with buying into the goals and mission of the company to carry the business forward — a sense of purpose and ownership over the process. For true commitment to happen, they must feel accountable to the goals they’ve set. Coupled with customer and company loyalty, team unity is massive for bringing about deep commitment.
The Inevitable Fruits of True Commitment
When it comes time to talk about setting and accomplishing goals, much of the conversation that comes about is often purely rhetorical and lacking in substance. Because of this, how can you and your sales team know if authentic, internal commitments have taken place? If that hasn’t happened, how could you ever expect the team to truly embrace the road ahead?
The answer is really quite simple — goals will repeatedly be pushed beyond commonplace comfort zones and, more often than not, will be profitably accomplished. Beyond a shadow of a doubt, failure to commit to big goals will always lead to big failure — thankfully, the inverse is true, too.
Sales isn’t easy — if it were, everyone would be doing it. So, if your sales staff isn’t regularly meeting its goals, as opposed to immediately searching for replacements, take a look at the individual members of your team to see if a solution can be found. The time taken to diagnose the problem versus a snap judgement along with a slight shift in mindset can make all the difference.
The time is now yours — what have you done in the past to help the members of your sales team become more committed to their goals? As always, share any relevant thoughts or experiences in the comments section below. I can’t wait to see what you’ve got for me! Thanks for reading!
* Image Credit: Featured Image, Pixabay
Note: This post was originally published on Linkedin