How to Help Your Staff Achieve Their Sales Goals Every Month

Creating your sales goals is an important part of being able to hit your overall budget goals. Sales goals are broken down into more manageable goals and often assigned to people on your team! Here are 7 tips for helping you and your team achieve those goals!!

1. Let’s start with the basics! What comes to your mind when you hear the word, “sales”? Because of popular culture, many people are sales averse. Movies and TV shows have shared a terrible stereotype of what a “salesperson” is like. Instead of the word “sales”, I love to use the word “service”. When you think about what you are offering and the difference you know it will make in their life, you know you are providing a service to someone.
2. As with everything in our business, we need to track the data and set goals! You will ultimately have a financial goal that is dependent on your sales, however, you don’t need to track the sales goal in dollars! You can track the number of customer visits, purchase frequency, or other indicators.
3. Sometimes when you have a goal tied to sales, people tend to focus on the sale rather than the service. So, you need to add a goal to balance out the service goal. You need to ensure great customer service as well as hitting your numbers. If your team members smash their sales goal but have customers returning things or writing poor reviews, you are NOT WINNING.
4. Every day have one of your teammates calculate the percentage they and their team are to their goals vs the percentage they are through the month. Here’s how:
   1. Calculate the percentage of services completed
      =# of services completed so far this month / divided by total service goal for the month
   2. Calculate the percentage of months completed
      =# of open days past/total # of days you’re open for the specific month
   3. Compare the two percentages! We want to be further in sales than days in the month!
5. If you’ve been following me for any time, you’ve probably heard me preach the effectiveness of using Gary Chapman and Paul White’s appreciation languages. Hopefully, you have your chart of team members and their preferred appreciation languages by your desk! If you don’t, have them do the quiz here. It is worth the small investment and it gives you INCREDIBLE information that makes you a much better leader, keeps your team engaged, helps them feel appreciated, enhances retention, AND helps them hit their goals. You need to encourage and appreciate your team in their preferred language when it comes to their goals.
6. When you’re setting goals WITH your team, look at historical numbers and have them help you pick their new KPIs (goals). The last few months are the best indicators usually, but if for some reason they were lower than average, use the months previous. They need to set a goal that’s higher than historical numbers, but they also need to believe TWO things:
   • People achieve goals ONLY if they believe it is possible and worth it. Luckily for me, I have amazing people who feel like it’s “worth it” to hit their goals because that’s just how they’re built. I believe that most team members are the same – no one wants to fail! People WANT to hit their goals! But it helps to have full trust buckets and great relationships with them. And the best thing you’ll do with your goals is to have them participate in creating them. They’ll be way more motivated and believe that they are possible & worth it because they helped set them.
7. Finally, make sure that your service goals add up to your overall business goals! Your strategic objectives from your Strategic Plan, your marketing objectives from your Annual Marketing Plan, your financial goals from your budget, AND your KPIs (service/sales goals) should all compliment one another and work together!

Now that you have these tips to help you create the best goals for your teammates, go EXECUTE!!!! Nothing changes if you don’t do the work!