Skill + Do
Setting skill goals will feel clunky because they’re tough to measure. But you’ll never push yourself to grow your selling competencies if you don’t set skill goals.
Hitting your quarterly revenue number isn’t easy, but you go hard at it every quarter. Riiiiiight?
Same with goals. Setting various goals every quarter isn’t easy either, but burying your head in the sand won’t make customer objections disappear.
At first, setting skill goals will feel clunky because they’re tough to measure. Goals tied to money are easy. They’re exact. They can be measured.
But setting skill goals is more ambiguous. For example, this goal might be tough to quantify progress against:
"In the following quarter, I want to improve my ability to deal with objections."
It’s a noble and smart goal because sellers must be competent in handling customer objections to thrive. But how would one best measure that goal? This is where specificity and measurement must attach to your goals to give it teeth.
How’s this?
Goal: "In the following quarter, I want to improve my ability to deal with objections."
Measurement:
1. I will proactively ask about obstacles and objections on every interaction with a customer.
2. I will proactively seed objections in every customer conversation to initiate a conversation about such obstacles.
3. I will listen and display empathy when talking about objections (in order to build trust with the buyer).
Start somewhere. Start slowly. But DO set skill goals for yourself and watch yourself grow!
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Tomorrow - November 14
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I'd love to meet your friend, YES
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Today - November 13
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"Why did you get bought?"
Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.
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November 12
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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.
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November 11
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Boost your selling with integrity
Some may argue that integrity is innate…after all, your parents are wonderful and taught you well. But there’s pressure in today’s sales game that constantly challenges your integrity.
“A goal without a plan is just a wish.” Antoine de Saint-Exupéry
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