Say No to Unrealistic Goals
We’re not telling you to throw your ambition out of the window. We’re just suggesting that it’s best to set goals that are within the realms of what your sales team can achieve. Concentrating too hard on an unrealistic goal can be detrimental to team morale and motivation. If the focus is overly centred on hitting a sales target that doesn’t seem attainable, chances are your team will feel heaps of pressure, with disheartenment and disappointment in tow (especially when monetary incentives are involved).
You don’t want your sales team to become disengaged and not even try to reach the goals you’ve set. That’s not good for anyone, and it’s certainly not good for the business. So, if your sales targets do seem overwhelming, try to break them down into a sequence of bite-sized ones that all lead to the end goal. You may need to talk with team members about theirs so that everybody is on the same page.
Giving up should not be an option – so don’t make it one.
Challenging and Realistic Goals Go Hand-in-Hand
Unrealistic goals can deflate confidence and motivation, but it doesn’t hurt to set ones that challenge your team! They can be motivating too.
People tend to like a challenge. So, when they’re handed one they’ll do all they can to solve it. A challenging goal can inspire your sales team to think outside of the box, use their initiative and imagination. So, don’t be afraid to set goals that make your teams’ brains tick.
