By Henry Glickel | Friday October 10, 2020
It has happened to every company during one season or another…. You missed your sales goals. Your team didn't reach projections of income. Your entire company is behind for the year. Whether a sales executive, team manager or intern, missing the mark feels awful and can run you into a pit of fear and decreased work ethic for seasons to come.
Just because you didn’t meet your goals, doesn’t always mean quick action to change should be taken. Before making changes, it might be time to stop and reevaluate a number of things. Often sales managers are mistaken when quickly acting to create change that really won’t lead back to meeting those sales goals next quarter.
Here’s a few of our best practices for sales managers overcoming the aftermath of unmet goals.
Take a pause.
Sure the boat sank and goals were left unreached, but don’t hurry to make rash decisions to try and "Band-Aid" the shortcomings. Spend time researching and evaluating what actually went wrong. Then change just that.
Re-motivate yourself, then your team.
Unless you as a leader are motivated and know that changes can help reach the goals next time, you can’t create an authentic excitement and drive for your team. Redefine your own motivation and ideas first, then lead others well. Thanks to Muse.com, here are five things you should make sure you’re getting out of your day-to-day tasks—and if you’re not, the changes you can make to jump-start your motivation.
1. Task Identity
Work is most motivating when it’s clear what, exactly, you’re accomplishing. Think about it: How great does it feel when you know you’ve gotten a launch off the ground or made great progress on big project? On the other hand, nothing is worse than working all day and thinking “What did I even do today?!”
If you’re feeling like you’ve been spinning your wheels, try this: At the end of each day or week, make a “Got Done” list (the opposite of to the to-do list!), where you outline all of the tasks you've completed. For extra motivation, keep it somewhere you can see.
2. Task Significance
Another key to staying motivated is knowing that the work you’re doing makes a difference in some way—recognizing the impact you’re making on your clients, company, or the world.
If you’re not totally seeing this connection, try to dig deep. You could map your weekly sales reports to the increase in your company’s bottom lines or sales unit, for example. Or, say a key metric your company tracks is customer acquisition cost. Make a list of the tasks you do that reduce this cost for your company, and find ways to focus on those aspects of your job more often.
3. Skill Variety
Feel like you’re doing the same old repetitive work, day after day? It’s not so stimulating, to say the least. But when you’re engaging lots of different skill sets—that’s fantastic for your motivation.
Try to structure your days so that you’re working on different tasks (and thus, making use of different skills) throughout the day. For example, instead of writing all day on Monday and then building your client presentations on Tuesday, try to do both in smaller three-hour chunks each day. When you stimulate different parts of the brain, your motivation will be recharged.
One of the most motivating factors you can have is getting feedback on your work. Not only for the ego boost you get when you’ve done a good job, but because the right feedback can help you hone your skills even further. It can also help you see the difference that your work is making. On the contrary, if you don’t know how you’re performing, it’s easy to lose steam.
If find that you’re in a black hole of feedback, ask your manager, or even a colleague, for standing check-in meetings every one or two weeks. Let her know that you’d like to use the time to check in on your projects, and that you’d love honest feedback on where you could improve.
Finally, this is a big one: having autonomy in your job. Now, this doesn’t mean that you always get to do what you want—it just means you get a domain of choice about how you’re doing things.
Remove the unnecessary.
Evaluate and see what’s being used or processes that directly block the ability to succeed. Are there employees continually pulling down numbers and unable to perform? – Consider what employees and work methods could be removed. Is there a software that could aid your team's productivity and help your soar to new heights? It's time to consider what unnecessary things could be changed but as well what necessary things should be implemented.
Is your lack of sales talent costing your business money? Is your team struggling to meet projected sales goals from unmotivated employees?
Sales Recruiters, Inc. represents the strongest sales talent in a number of verticals. We take pride in what we do and it shows. We have been placing sales candidates for over 30 years and our experience, knowledge and skill is your advantage. We target candidates who are right fit for your job and your company. Becoming your sales recruiting partner and helping your business grow is our greatest accomplishment.