You’ve done your due diligence- looked at the metrics, talked with the stakeholders, assessed your team’s failures and successes – and now you have set up your team’s 2021 business goals. We know there’s still business planning and work to be done, but before you move to the next step, take a moment to pat yourself on the back and acknowledge your success!
Now the question is: how will you go about achieving these company goals? It doesn’t have to be complicated – if you follow these 7 steps, your team will end 2021 on a high note.
Step 1: Test Your Ability to Explain the 2021 Goals to Your Team
The goal-setting process starts with being able to communicate the goal clearly. Take the time to identify the goals you want to achieve and detail them using SMART (Specific, Measurable, Achievable, Realistic, and Timebound).
Then make a list of the benefits that will motivate your team to achieve the goal (Bonus, Company Results, etc.)
Step 2: Assess Your Team’s Ability to Achieve the Goal
You need a strategic plan. A good leader knows the strengths and limitations of their team. Set goals and take a moment to inventory your team’s ability to achieve the goal. Questions to ask include:
- Do you have the right people on your team to achieve long term goals?
- Are there skills and knowledge gaps?
- What outside resources do you need?
- Where do you have business issues/weaknesses?
Step 3: Create Your Execution Plan
Now that you have clearly stated the goal and assessed your team’s ability to achieve the goal, you need to determine:
- How you will distribute the goal to team members
- How you will find the resources you need
- Set up any training your team needs
- Determine what you will do to overcome any obstacles you face, like the team, talent, or customer issues.
As you work through the plan, make sure to include the practical steps you must follow to achieve the goal.
Step 4: To Accomplish Great Things, You Must Have Great Aim!
Find practical ways to track your progress for every major activity/step. Without them, it is easy to lose track of an annual goal. Break the goal down by time period (i.e., month or quarter) and by salesperson. Check in with your team at the end of each period and collect the data you need to track progress. Make sure to track “Big Rocks” you need to overcome, like Training, Customer Relationship, Open Positions, and Inventory.
Step 5: Feedback, Support, and Recalibration
As you move through the year, measure progress and review the data and personal objectives to help your team accomplish the goal. If they are off track, what do they need? Encourage them to create a plan to get back on track. And when necessary, help them where they cannot do it themselves.
Step 6:When the Light at the End of the Tunnel is an On-Coming Train, Recalibrate or Adjust Goals Amongst the Team.
This is a test of your management skill and team culture. If a sales territory is going to miss a time-bound goal, find out early, and adjust the team’s balance so you can still deliver on the goal. Make adjustments to your execution plan and communicate with your team and management as needed.
Step 7: Celebrate Achievement!
Avoid the “What have you done for me lately!” attitude. Pause to celebrate at every stage of success. Call out the team’s actions that made this BHAG goal achievable, and don’t forget to thank all of the internal resources that contributed.
Following These Steps Will Ensure Your Team’s 2021 Business Goals Success!
Want to make setting business goals even easier? If your Sales Manager needs training, let’s talk!