I was having a conversation about goals recently with an inside salesperson who kept giving me their quota as the answer.
Which I had two issues with:
- quotas are something set by your organization, sure it’s important to hit quota
- It’s not a driver to what you want to accomplish, perhaps it’s a milestone marker along your way.
- quota doesn’t express what YOU get from reaching it. WHY you care.
- Understanding your personal why something matters makes it easier to keep going AND if the universe throws you a curve ball you can find a different way to that objective.
In my coaching I begin by asking, “what do you want out of your inside sales career?”
Follow-up with, “why do you want insert the vision here?”
Then ask, “what will that get you?” for their answer
And again, “what will insert their answer get you?”
Over and over again, continue to ask what they will get from that result, until they are thoroughly annoyed and there is NOTHING else.
Here are how two different salespeople ended up when having the SAME objective at the beginning:
Make President’s Club > “What does that GET me?” > Money > “What does that GET me?” > I can pay my bills > “What does that GET me?” > I don’t have to worry every month > “What does that GET me?” > Security for my family > “What does that GET me?” > Financial peace of mind.
Make President’s Club > “What does that GET me?” > Success in my job > “What does that GET me?” > Accolades > ”What does that GET me?” > People who have helped me will see it is worth it > “What does that GET me?” > I will see that I’m worth it > “What does that GET me?” > Belief in myself.
See the difference? These are very personal definitions of success. Very different motivations behind the same stated goal. Which is why everyone needs to set their own objective for #InsideSales #Success
Comments (0)