There’s an old saying that says, “Whether you believe you can or you believe you can’t, you’re right.” In other words, your belief dictates your outcomes. There’s no place where this is truer in a business than in the company’s sales goals.
I have worked with many companies where the business owner’s belief of what’s possible in sales outpaces the sales people’s beliefs. The leader sets the goals. The salespeople fall short of the goals. Salespeople quit or are fired. And the process repeats itself.
I wish I could say this has never happened at Infusionsoft. But, of course, my belief of what’s possible in sales is usually higher than my people’s belief of what’s possible.
So, how do you change this dynamic? How do you work on the believability of sales goals? Here are a few suggestions:
- Spread “believability” across the team whenever a desired sales goal is achieved.
- Attach a “pace setter” perk or commission for the sales person who achieves the desired goal.
- Hire sales people who have produced at the level you believe is possible.
- Do it yourself to prove it can be done.
- Co-create goals you and your people believe in. Don’t assign a goal; give ownership of the goal.
- Work with your people, building trust and getting inside their minds to see what’s holding them back.
We’ve practiced all of these tactics at Infusionsoft, sometimes with great success and sometimes with not so great success. This much I can tell you: When a company is hitting its sales goals, the people believe in the goals. It’s true for Infusionsoft. It’s true for our customers. And it’s true for your business.
SBS Idea of the Day: Is your sales goal mandated to the sales person or truly owned by the sales person? People believe in what they own. Give them ownership and watch them achieve their goals.