We all have good intentions of setting big goals and even small goals, but like anyone else, life and important things get in the way and the goals get set aside. To help your sales team accomplish the goals they have set for themselves, you must be the coach to help them set goals as well as be the person to hold them accountable for reaching their goals. It takes time and commitment as a sales manager to be a sales coach to your sales team, but the rewards of accomplishing goals is both enriching for your team and the development of a stronger team that accomplishes what they set out to do. Below is a 3 step method I use to coach my sales team to accomplish Big Goals.
1: BREAK THE BIG GOALS INTO SMALLER STEPS AND FOCUS ON THE ACTIONS NEEDED TO SUPPORT THE BIG GOAL
It is great to have big goals. To win big, we must have big goals, the only problem is, how do we go about accomplishing these big goals? I have found that many people set big goals and write them down and even go as far as set a date that they hope to accomplish this. A big goal has smaller pieces within it and different actions steps needed to complete the big goal. Like drawing a big painting, it takes smaller individual strokes of different colors and brushes to fully complete. For example, the Sistine chapel took 4 years to complete.
In sales big goals usually involve winning a big account and gain most of their business. Having this big goal is great, but it takes multiple steps to land such a big account. In setting smaller steps and supporting actions, it helps to move you closer to accomplishing your big goals. Also, in setting smaller steps, it is much easier to set small tasks and steps as well as to complete them, so you have momentum on your side. Set the big goals, but break it down into smaller goals within the big goals.
As a sales coach, you can help your sales team by coaching them to set goals and to also set smaller goals to support the big goal. I use a Big Sales Goal form that helps me facilitate my coaching conversation for this specific reason. You can also create your own format or form by preparing prior to your coaching session with the goal of setting a big goal and to uncover the smaller steps needed to complete the big goal.
2: SET TIME FRAMES
Goals will never get completed unless you set a due date or dates you think you can accomplish them by. Sometimes we need to adjust them, but without dates how can you as their sales coach check on progress? The set dates of completion set by your sales team should be followed up by you with coaching questions to ask it they have set realistic goals with realistic time frames. Prepare questions about why the set goals were or were not completed and how to realistically set a readjusted time frame. Remember to set time frames for both the big goal as well as the smaller goals.
3: HOLD THEM ACCOUNTABLE
Follow up and holding your sales team accountable for the goals they set is critical for them getting accomplished. This is why the earlier step of setting time frames is very important as it serves as dates for you as their sales coach to set follow up meetings and calls to check on progress and to see if they have set aside time to work on their big goals by completing their smaller goals.
I use two tools to keep my entire teams set goals and dates for completing big and small goals. I used to use Outlook for my company emails etc., so I also have an Outlook calendar where I set reminders which works fine, but I have started using online tools that helps support my coaching efforts and one feature that I really like about the CoachAccountable tool is that it allows you and/or your sales rep to set dates for goals and it sends reminder emails as well as a progress email reminder to remind your sales rep to make time to work on their goals.
In using these three steps, I have been able to coach my sales team to accomplish goals and look back quarter after quarter and see them accomplish a lot more than if we only had one coaching session with goals set and then leaving it at that. I take an active part to ensure that their goals, both big and small get accomplished.