As a rookie salesperson, you might want to make a strong impression with your boss and colleagues, however sales results require motivation that might be different. Achieving results is important, so proactive organizations invest in their teams including sales development programs.
Why might you as a rookie be able to exceed a first year target? Is that your singular motivation? The target set by the company is not likely your motivation. For some, the target becomes your goal. Because your true motivation is to prove to yourself and others that you belonged with the best.
Sales managers, leaders and professionals often make a fundamental error in setting sales targets and goals: They set a sales target and assume they are also the personal sales goals of you as the salesperson. The salesperson can be motivated by many things like overcoming a challenging account situation. Maybe, building a relationship with a difficult prospect, attaining camaraderie with their team – the list is endless.
The popular SMART process of goal setting helps to create and communicate effective goals. Although sales targets fit neatly into the SMART formula, even a SMART goal needs one more question answered in order to clarify the personal motivation to achieve the goal. The question is simple: Why? A wise sales leader once provided this piece of advice “If the why is strong enough, they will figure out the how.”
Sales Results Require Motivation
The sales target you’re given in your first year may not encompass your why. So, it might not capture your motivation. Reaching your target within the sales period is adequate for some people. Others will have different goals that motivate them.
It is important for sales managers to appreciate that targets do not define an individual’s goals in professional sales. Effective managers make it a priority to uncover the motivational why for each member of their team.
If you are a leader, remember: “If the why is strong enough, they will figure out the how.”
If you’re looking for better sales results for your team, learn more here.