Setting SMART Goals

SMART is a convenient acronym for the set of criteria that a goal must have in order for it to be realized by the goal achiever.

·       Specific: Success coach Jack Canfield states in his book The Success Principles that, “Vague goals produce vague results.” In order for someone to achieve a goal, they must be very clear on what they want. Often, creating a list of benefits from the accomplishment of the goal will give them a compelling reason to pursue that goal.

·       Measurable: It’s crucial for goal achievement that goal setters are able to track their progress towards the goal. That’s why all goals need some form of objective measuring system so that they can stay on track and become motivated. It will also help you as the supervisor evaluate their progress.

·       Achievable: Setting big goals is great, but setting unrealistic goals will just de-motivate you. A good goal is one that challenges, but is not so unrealistic that the person has virtually no chance of accomplishing it.

·       Relevant: Before you even set goals, it’s a good idea to sit down and define your core values and your life and career purposes. These tools will help the person set goals that matter to them.

·       Timed: Without setting deadlines for goals, the goal setter will have no real compelling reason or motivation to start working on them. By setting a deadline, your subconscious mind begins to work on that goal, night and day, to bring you closer to achievement.

Goals should also include the three P’s:

·       Positive

·       Personal

·       Possible

The best goals are simple, one-sentence statements that anyone can understand. When setting goals, fewer is better. Setting too many goals can be counter-productive. Focus on goals that will have the greatest impact on achieving your vision of success.

Some companies, knowing that goals are a significant motivational tool, really go overboard when setting them. They will give their staff targets on several different measurements – some of which will contradict the others.

It is also fair to say that an important element of setting SMART goals is calibration. There is every chance that targets will be set for the first month that are either too easily achieved, or too difficult. By looking at how people have performed in relation to their targets, it is easy to see whether they have been set too high or too low, and the targets can then be adjusted.

It may take a month or two to get targets to the right level, as it is important to avoid over-correction. Once this is done, you should have a set of achievable but challenging goals which will bring the best out of staff and provide a motivated working environment.

Call Reluctance

Call Reluctance does not discriminate with position or title – from the CEO to the front line seller everyone struggles with call reluctance.  Call Reluctance can come from fear of talking to new people.  It can be a general feeling of not being productive, attachment to instant gratification or fear of rejection.

Call reluctance is deadly because:

·       Salespeople do not like to admit it.

·       Sales leaders do not encourage salespeople to talk about it.

·       Leaders do not want to admit that they do not like it and do not want to have to show salespeople how to do it.  It becomes a vicious cycle.

·       It creates excuses to justify our lack of attention to the important area:

o    “I have too many customer service issues to deal with – no time to prospect.”

o    “As soon as I finish these two proposals I will make a few cold calls.”

o    “I am an account executive, not a telemarketer.” 

·       We create justifications for other non-essential matters that need to be done:

o   Make copies, check e-mail, engage other sellers in conversation.

o   Get coffee…do “victory laps”…write proposals…”put out fires”.

o   Work on putting “the list” together.        

The reality is that call reluctance can severely hurt a business!

 

Customer Retention

Customer retention is not only a cost effective and profitable strategy, but in today's business world, it is necessary.  This is especially true when you remember that 80% of your sales come from 20% of your customer and clients.  With these statistics, why marketing and sales campaigns designed for the new customers is beyond understanding.

Take for instance the wireless telephone companies; if you sign a new contract you receive a large rebate or even a free cellular phone.  Current customers have the privilege of paying full price.  With this type of promotion, Sales Pro’s organizations just push current customers and clients to seek services elsewhere.

Sales Pro’s organizations need to re-think their marketing and sales strategies.  After all, many experts will share that it's five times more profitable to spend marketing and advertising dollars to retain current customers than it is to acquire new customers.  In years past, the importance of focusing on customer retention was not as important because loyalty came naturally.  We shopped in our neighborhood shops and our corner grocery stores.  We had a personal connection with our service providers and the thought of shopping at another store would have never crossed our minds.  You knew the butcher and he knew you.  Generations today laugh at this idea.  “I never knew the butcher’s name!” 

Thomas Jefferson said, “When we get piled upon one another in large cities, as in Europe, we shall become as corrupt as Europe.”  Part of the corruption that Jefferson alluded to was the loss of individuality and loyalty.  Our stores are larger and the majority of the sales personnel do not know that you even exist.  Not to mention, today the convenience of the internet contributes to a large portion of our shopping.  Your email address identifies you as the customer.  As a result, customer loyalty has disappeared and large corporations and virtual storefronts are unable to ask the millions of disloyal customers what caused them to stray.

Sophisticated technology and database equipment has made it possible for specialized firms to make attempts at customer retention through database marketing programs.  Establishing a detailed client database allow these companies to keep track of personal information and individual preferences for all of their customers.  This enables them to provide better service and value.  Just like the corner grocery store owner kept information on 200 customers in his head, the large superstore can now keep track of 20,000 customers through its customer database.

A few values-added strategies that you can use include:

·       Membership cards and programs that entitle your customers to special offers, discounts, or preferential treatment - Southwest  Airlines ties credit card services and free trip points together very well.

·       Welcome, acknowledgement, sales recognition and thank you statements.

·       After sales satisfaction and complaint inquiries and surveys; a local beauty salon calls every customer the next day after an appointment to get feedback on the appointment and maintains a Facebook page for public comments.

·       Event oriented communications in which the customer is genuinely interested.  An active Social Networking presence is maintained with blogs, postings, networking sites, Constant Comment, the use of permission based marketing like AWEBER, Brainshark, Skype communication, Applications on I-Phone, I-Pad, I-Touch; for example, Silhouette Optical now allows an application in which you take a photo of yourself and place any of their products on a picture of yourself.

·       Enhanced and empowered customer, after sales, and technical support.  ING bank allows the customer to earn a fee of $10 for each new account referral and the person you refer receives $25.

 

Cold Calling: Changing Your Perspective

When we look at what actually happens - and can happen - during the cold call, we see why the cold call stage of the selling process is so potent and full of opportunity for the sales person.

When we stop looking at cold calling from the sales person's viewpoint and from the customer's viewpoint, and start seeing it from a business perspective, cold calling becomes a wonderful opportunity that anyone can enjoy and optimize:

How sales people typically see cold calling	How customers see cold calling done poorly	What successful cold calling should be
·       fearful ·       boring, repetitive ·       unpleasant ·       pressurized ·       unimaginative ·       rejections ·       thankless ·       confrontational ·       unproductive ·       demoralizing ·       unhappy ·       numbers game	·       nuisance ·       unwanted ·       indiscriminate,     unprepared ·       pressurizing ·       tricky, shifty ·       dishonest ·       reject, repel cold callers ·       shady, evasive ·       contrived ·       insulting ·       patronizing ·       disrespectful	·       honest/open ·       straightforward ·       interesting/helpful ·       different/innovative ·       thoughtful/reasoned ·       prepared/informed ·       professional/business-like ·       efficient/structured ·       respectful ·       enthusiastic/up-beat ·       informative/new ·       thought-provoking ·       time/cost-saving ·       opportunity/advantage ·       credible/reliable ·       demonstrable/referenced

Obviously the aim is to move cold calling behaviors and methods into the third column, and definitely to stop anything which produces the feelings and effects of the first and second columns.

This is partly achieved by changing methods and techniques - and in some cases adapting or using scripts quite differently - but more so changing attitude and style.

Changing attitude and style - behaving as a helpful strategic enabler rather than a deliverer of verbal junk-mail - will automatically start to re-shape your methods and techniques.

 

 

Sales Pro Professional Selling System Testimonials

 

With over 25 years of experience, Jim and Joanne Ullery and Center for Organizational Energy are a leading sales, management and leadership provider. We offer a fully customized curriculum of sales training sales strategy, professional selling skills, negotiation training, prospecting training, customer service training, team building management and leadership programs that support our clients' objectives and drive sales results.

http://www.professionalsellingsystem.com/

Obstacles to Prospecting

Mistakes salespeople make:

•           Not doing enough of the right work.
•          Underestimating the challenge of call reluctance.
•        Having an attitude of doing something to customers versus for them.
•          Not scheduling time and respecting the time.
•       Seduction of harvesting as opposed to planting.
• Attempt near impossible calls rather than very connected calls.
• No defined self-accountability or structure of oversight.
• Would  rather do other things than new business generation.

 When asked, why salespeople did not do more, they provided a variety of responses:

• A belief that things will come through.
•  Poor time management.
•  Call reluctance.
• Not understanding and internalizing a strategy for prospecting.
• Thinking that our closing skills will outweigh our prospecting weakness.
• The economy is very tough right now.
• Prospects are just indifferent to our offerings.

Sales or Leadership Training on a Cruise Ship!

Conduct your next business meeting, conference or workshop at sea on a cruise ship!  Your participants will love it and your finance department will be thrilled!

 

Cruising can save you up to 40% and still affords impeccable service, luxurious amenities and spacious rooms.  Here are a few reasons why:

• Cruise ships feature conference and meeting facilities rivaling those of hotels at NO extra cost.
• Gourmet dining and snacks are included.
• Complimentary use of audio/visual equipment.
• Top quality entertainment and daily activities are always included.
• All meals and rooms are included.
• Attend training on the days at sea and enjoy the afternoons in port.
• Provides a safe place if your people are going to enjoy adult beverages to not mix them with driving home.  Beverage bills are placed on each attendees' room bill.
• Dine together for all or some meals.
• A spending allowance for each attendee; often provided by the cruise line.
• Allow spouses or significant others to attend, or not.
• Cruise ships provide superior privacy and security.

Center for Organizational Energy has conducted sales training and leadership training onboard cruise ships.  Cruise ships provide a wonderful environment for learning.

 If you would like more information on our training programs aboard Cruise Ships, please contact us:

Jim@c4oe.com     239-599-8408

CruiseShip Training

Jim and Joanne Ullery
Center for Organizational Energy

 

 

 

 

 

 

 

 

 

 

 

 

 

Sales Pro Sales Training Endorsement

Are you looking to ignite your sales in any economy?

 

With over 25 years of experience, Jim and Joanne Ullery and Center for Organizational Energy are a leading sales, management and leadership provider. We offer a fully customized curriculum of sales training sales strategy, professional selling skills, negotiation training, prospecting training, customer service training, team building management and leadership programs that support our clients' objectives and drive sales results.