11/12/2024-Two sellers walk into a bar

Get your manager engaged in your goal-setting protocol and you’ll have a higher likelihood of learning about your misses and growing your skills.

Say you’re sipping a beverage at a bar with a BFF seller, and he crows, "I’m crushing it this quarter."

"Wow, that’s great," you respond. How’d ya do it…what was your plan going in?"

The seller with an answer to that question probably crushes their quota every quarter. They understand that setting quarterly skill and specific account goals define performance consistency.

If your buddy ducks your question and summons over the bartender, you may safely conclude that s/he simply got lucky.

You’re halfway into the quarter and have direct sightlines to your Q4 revenue goal progress, but what about your skill and account goals?

Review those today!

1. How are you progressing against each goal? …how accurate is your measurement?
2. What must you focus on in the coming weeks to hit them?
3. How’s your plan working? (If your plan isn’t working, alter your strategy and approach.)

And most importantly…
4. How’s your effort?

C’MON…you are a DOer, not a talker like your buddy.

Plan your work, work your plan!

Many sellers don’t regularly follow a goal protocol for no other reason than their manager doesn’t actively provide guidance and assistance.

But that’s not an excuse you will accept. That puts the blame on the manager, and that’s not fair.

You, a striving member of the TOP 10%, must create a regular goal routine because it’s the only way to achieve strong and consistent results.

It might be that your manager doesn’t know how to manage a goal protocol, and if that’s the case, you both should learn together. It’s not that hard: start by writing ’em down. Only by working together will you overcome the phobia that your manager harshly judges your progress.

Sure, you’re gonna miss some goals…it happens. But when your manager is engaged with you, you both will learn and get better at it.

If you need a reboot on your goal mojo, watch these Olympic athletes for one minute as they discuss how they approach goals. (They might know a thing or two.)

These jocks hit a common theme that you’ll get: work on goals regularly and incrementally.

Forget A.B.C., focus on A.B.D.S.: Always Be Doing Something.