Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back
Last month's "Be Bold" column grabbed quite a bit of attention. In fact, I've received the most feedback from readers from this hot topic since my "A Touch Is Still A Touch" article from a few years ago. In that column, a "Basic Truth of a Million Dollar Producer" was revealed, and that truth is—say it with me—it takes 13 touches to turn a prospect into a client. If you'd like a copy of that illuminating article, email or message me and I'll get it to you. But I also stated back then that there are no absolutes and no real rules. It may take eight superb touches to turn a prospect into a client—or it may take 15. Or never.
The same holds true for setting sales goals as a waste of time. For some people, it's not a waste of time. It's all about perceptions, really—perceptions that empower and motivate you—and about being in control. Let's look at some of the feedback that sales goals article generated.First, from Kirby Hasseman, author of the excellent end-user-friendly book "Delivering Marketing Joy"
"Rick, I always love your insight. I will play Devil's advocate here. Maybe the issue is not that the team is setting goals, but that they are setting goals that don't inspire them. If you set goals that are just a bit higher, then that makes it a yawner. In my experience, bigger (crazy) goals help you to look at thing differently and do different (and bolder) things. If you are not willing to do something to change, then you won't. So I think maybe we need bolder, different and memorable goals if we want to change! What say you?"
I say...I completely agree, Kirbster. And that's not a reversal of my previous opinion—because there are no absolutes. Inspirational goals based on change can juice up your attitude and be very empowering. And, for the right kind of person, this type of goal will change up their results and get them to that next level we keep hearing about. Kirby, you keep right on deviling it up. And Be-Boldsters, check out Kirby's book on Amazon and order two—one for you and one for your top client!