How to align company sales goals with salespeople’s personal goals?
Many managers don’t know, but one of the most effective ways to have a team engaged with the CRM system and achieving great results is to align the company’s sales goals with the salespeople’s personal goals.
A sales team that operates in high performance is, without a doubt, made up of motivated professionals. Therefore, it is not by chance that this theme always ends up coming up when we talk about performance in the commercial area. But, what not everyone says is that what is behind this motivation.
The formula is simple: professionals who have defined personal goals and are committed to them will work hard to achieve them. This means that a salesperson’s dream is, most of the time, the fuel needed for him to engage in using the CRM tool and selling more. And you, the manager, can certainly, in addition to contributing to this achievement, use this in favor of the company.
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Agendor is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.
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The question that remains now is: how to align business sales goals with salespeople’s life goals to have more engagement and improve results? Let’s talk about it in this article!
Seller engagement improves when he has a personal goal
In years of work and after much conversation with thousands of customers, we were able to list some of the main reasons that lead to a low adherence of sales professionals to CRM and, consequently, makes it more difficult to reach the company’s goals. Among them is resistance to change, for example.
In this sense, we also found that, in general, the absence of ambition or the definition of personal goals is an important demotivating factor. If you think about it, it makes perfect sense, after all, it’s our dreams that move us, isn’t it?
Therefore, it becomes essential to encourage salespeople to define a purpose that serves to guide their actions — including, of course, performance at work. Thus, it will be possible to use the personal goals of each team member to align the company’s sales goals and drive their achievement.
Do you already work with performance indicators in the sales team? See some you can use!
How to align company sales goals with salespeople’s life goals
The commercial leader has a crucial role in this regard and his biggest challenge is therefore to connect his salespeople’s dreams with the organization’s goals and help them find the way to achieve them.
The Agendor has been studying the best strategy to motivate the sales team for a long time and understood that it is necessary to align the company’s goals with the seller’s personal objectives and make the search for this dream present in the daily activities of professionals, for through the connection with the functionality of the CRM system.
The manager must help guide this process, participating from the definition of the personal objective to, of course, the regular monitoring of the results and the steps taken along the way. Let’s talk a little about each step of this methodology to better illustrate how to get it out of the paper and how the leader should act to align the company’s goals and the personal dreams of your sales team.
“What’s your dream?” Salespeople need to be able to answer this question by describing a specific, concrete objective, for example: traveling to that place, buying a car, etc. The correct definition of the dream is very important and the role of the leader here is to encourage the salesperson to dream big.
Therefore, it is worth monitoring this decision closely, because, often, when you break this objective into daily goals to achieve it, it is understood that it will not be enough to reach the sales goals in your planning. In this case, you will need to set a bigger goal or shorten the time to reach it. At this stage, the seller must also quantify his dream, defining how much it will cost.
So, for example, let’s say the salesperson’s dream is to take a family trip at the end of the year. In defining his dream, he should use a deadline for the realization and detail the total amount for this trip to happen.
Sales target calculation
As we have already mentioned, from the definition and quantification of the dream, it is necessary to align the company’s sales goals with this objective. At this stage, the professional will have to determine how much he needs to sell to achieve the dream and in how long.
To do this, he will have to divide his dream value by the commission and bonus percentage he receives for sales targets.
Here are some tips on how to calculate salespeople’s sales commission:
Quantity of sales and average ticket
To avoid seasonality and natural market fluctuations, it is essential that you find an average ticket, that is, the average value of the business won. This number will serve to support the total sales that must be achieved in order, with the commissions received, to contribute to the realization of the dream.
The CRM platform of Agendor helps you automatically calculate the average ticket based on the sales of each salesperson in the last 12 months.
Cadence of daily activities
To ensure the realization of the daily goals that the salesperson needs to achieve his dream and align with the company’s goals, it is essential to have a good pace of sales activities.
So, you will help him understand how many calls are needed per day, week and month to achieve the goal, for example. In this sense, it is also up to the manager to encourage good management of commitments and a lot of discipline from the team.
Definition of competencies that need to be improved
This is a part where the business leader is essential. As a sales manager, your role here is to define the competencies that your salesperson needs to improve in order to achieve his personal goal and, consequently, to meet the company’s sales goals.
For this, cross the list of competences considered of high performance for the function with those of the professional, so you will understand where he can improve. Evaluate points such as discipline, communication, investigative skills, results orientation, commercial tenacity, agility and self-motivation.
Finally, of course, the achievement of the small goals into which the salesperson’s personal goal has been broken down needs to be monitored regularly. Thus, it will be possible to ensure that he is evolving towards his dream and that the team is getting closer and closer to achieving the planned goals.
Therefore, schedule a weekly follow-up meeting to discuss the results achieved during that period. You’ll notice the difference in team behavior when you change the question of “how long to hit the sales target?” to “how long before you make your dream come true?”.
Aligning sales goals with sellers’ dreams is essential for commercial management
A commercial operation will hardly be successful if it focuses only on the company’s objectives and not those of those who are part of it. We all have dreams to be fulfilled and, for the best performance, it is important that there is an alignment of ambition, rhythm and performance.
Therefore, in team management, from selection, knowing and encouraging the sellers’ goals is essential for greater engagement and better results!