“Individuals are 42% more likely to achieve their goals by writing them down, and there’s a 78% increase in achievement when sharing weekly progress with a friend, according to research by the Dominican University of California.
In addition, companies that have their employees revise or review their goals on a monthly basis are 50% more likely to score in the top quartile of business performance, according to Deloitte”.
Well planned goals motivate your sales staff. Poorly planned goals demotivate, lead to bad sales behaviours and can even lead to employee churn. Simply put, setting the right goals for your salespeople is critical.
Today we’re excited to announce that we’ve added support for working towards sales goals and in particular, collaborating as a team to achieve those goals, within Sparta competitions and campaigns.
Global consulting firm Deloitte recently released their “Predictions for 2015” report, which outlines their top predictions for the workplace and how workplace management will evolve over the upcoming 12 months. One of their recommendations, that caught my eye was their recommendation that "companies will implement goal management software that is low-touch, agile and easy-to-use".
It goes without saying that goal setting is a must for every team, business and organisation. Goals drive focus, align interests, increase motivation, foster team spirit and are of course, a great measure of success and how well you’re performing.
Now, as we’ve talked about many times - goal setting in sales environments is crucial to your success, given compensation is obviously goal based, but even more importantly, using goals is a fantastic way to motivate your salespeople into higher performance. Remember what really motivates salespeople - hitting goals, outperforming others and recognition from our peers and managers. Yes compensation is important, but it’s only a small part of what motivates salespeople into success.
How should sales organisations work with goals and goal setting?
Here are some simple tips to setting better goals that drive results:
- Set "stretch goals". Goals are meant to be a challenge, that’s why it’s a goal. Far too many teams set easy to achieve goals. "Stretch goals are ambitious goals that challenge current assumptions and processes, and inspire teams to re-imagine what they previously thought possible."
- However, make sure you have “buy in” from everyone involved. If a goal is literally impossible, that will demotivate. The art of setting stretch goals that motivate is a tricky one, but if you nail it - you’ll motivate and inspire your team into higher success.
- Make sure goals are visualised, and progress is communicated, at all times - in real time. Difficult and challenging goals need to be constantly top of mind if you want any chance of achieving them. See the section below on tools to help you facilitate goal progress visualisation.
How can you use Sparta to power your goal setting?
Sparta offers two ways of settings goals:
- Competition goals - Drives collaboration and team spirit where your team works together to reach a goal
- Individual goals - To allow different quotas or budget for your participants. A senior salesperson can compete with a junior salesperson
To try this out, please go to ‘Create competition’ and press “Reach an activity goal” or “Reach a cash goal”.
We’re really excited about this product release and think it’s a big step towards our mission of helping sales organisations globally to reach their full potential.
If you have any questions about using the goal-setting functionality, please don’t hesitate to reach out to us.
/The Sparta Team