PUMP UP YOUR GOALS! • You know the drill: measurable and tangible or else it’s a wish • Dollar and date • Don’t worry about whether or not it is possible….it is. The only limitation is probably your thinking • Internal (private) and external goals. • Set up a measurement and accountability system (Dashboards)
….Like a magnet• Goals and targets are like magnets – They pull you towards them – They pull you through!• But, you must make them into a useful tool that informs, motivates and directs
Let’s make your goal measurable• Pick a goal – We’ll use monthly revenue for this exercise• Set a 12 month goal that will get you where you want to go (see previous goal sessions) Goal in next 12 mo $10,000,000
Break it down• Break it down by month…how much each month? – Use seasonality – Industry norms – Historical results • 5% Jan = $xx.xx • 7% Feb = $xx.xx • 3% Mar = $xx.xx • Etc…
Let’s make your goal tangible• Let’s go deeper, now break it down by sales person – Sales Person A: 70% – Sales Person B: 30%Revenue Goal % $ Salesperson A Salesperson BJanuary 5% $500,000 $350,000 $150,000February 4% $400,000 $280,000 $120,000March 6% $600,000 $420,000 $180,000April 2% $200,000 Etc. Etc.May 4% $400,000 Etc. Etc.June 7% $700,000 Etc. Etc.July, etc 3% $300,000 Etc. Etc.
….one more step• Now, let’s break it down by product line or revenue source – Product A: 30% – Broduct B: 20% – Service A: 10% – Service B: 40%
It might look like this Revenue Sales Sales Product Product Goal % $ person A person B A BJanuary 5% $500,000 $350,000 $150,000 $400,000 $100,000February 4% $400,000 $280,000 $120,000 $200,000 $200,000March 6% $600,000 $420,000 $180,000 $360,000 $240,000April 2% $200,000 Etc. Etc. Etc. Etc.May 4% $400,000 Etc. Etc. Etc. Etc.June 7% $700,000 Etc. Etc. Etc. Etc.July, etc 3% $300,000 Etc. Etc. Etc. Etc.
A Game Changer….The Dashboard• What is a dashboard• Why use a dashboard – Accountability – Goal Setting – Company measure – Success/failure meter – Drive decisions
How to use a Dashboard• Daily feedback to the company• Weekly / Monthly sales meetings• With your outside sales reps as well!• Make sure it is easy to generate• Make sure it is accurate• Make it visual• Make sure EVERYONE see’s it – Your low performers will hate it…you top performers cant’ wait to get it!
Rinse and repeat: Goal Examples• Revenue • # Calls Made• Profit Margin • # Appointments Set• New Account • Closing Ratio• Lost Customer • Product Line Sales• Assets Raised • Inventory Turn Rate• Return on Investment • Employee Proficiency• Return on Assets • Days without an accident• Defective Rate • # Leads generated• Return Rate • Marketing cost per lead• Customer Score
Step by Step1. Pick a goal2. Set a 12 month goal3. Break it down by month…how much each month? – Use seasonality / Industry norms / Historical results4. Break it down by salesperson5. Break it down by product line or revenue source6. Create Dashboard7. Use it everywhere