What’s the Deal with Goals and Standards?

Sales Leader: “Dave, what do I have to do to get my team firing on all cylinders?”

Me: “It’s actually not that complicated. You have to raise your standards…”

Sales Leader: “Raise my standards? I can’t do that. Their targets are already stretched as it is!”

I’ve been trying figure out why this conversation has been popping up so often lately. I’m starting to understand that it’s because sales professionals have completely lost the meaning of these two words. 

So I figured that it’s time we talk about why goals and standards are not just fancy buzzwords, but key players in your quest for sales greatness. Allow me to explain how each play an important role:

GOALS: A Destination to Shoot for

Imagine goals as your ultimate target. They're the juicy, measurable benchmarks that show you exactly where you want to be. We're talking hitting revenue targets, expanding your market share, or snagging new customers. Goals give you a clear direction and purpose. They're like your North Star in the sales galaxy.

Key points about goals:

Quantifiable and Time-Bound:

• Goals should be specific and have a deadline, like hitting $X million in sales or increasing market share by 15% by the end of the year.

Outcome-focused: 

• Goals are all about the end result you're after.

Ambitious but doable: 

• Goals should push you to perform at your best, but they also need to be realistic. Dream big, but not too big!

Motivate and unite: 

• Sharing goals with your sales team gives everyone a common mission and gets the motivational juices flowing.

Check-in regularly: 

• Keeping tabs on your progress helps you figure out what's working, what's not, and make any necessary course corrections along the way.

STANDARDS: The Highway to Success

Now, think of standards as the road map that gets you to your goal. They're all about the behaviors, benchmarks, and best practices that guide your actions as a sales pro. Standards set the bar for how you engage with customers, handle objections, and overall rock at your job.

Key points about standards:

Quality control: 

• Standards are like the quality police. They define the level of excellence you should strive for in everything you do.

Best practices and processes: 

• Standards show you the tried-and-true techniques and processes that get results. Think customer engagement, presentation skills, objection handling, and all that jazz.

Stay consistent and build rep: 

• Sticking to high standards builds trust and credibility, creating happy customers who keep coming back for more.

Constant improvement:

•  Standards change as the sales game evolves. You've got to stay on your toes, keep learning, and level up your skills to stay ahead.

The Beautiful Harmony of Goals and Standards:

Goals and standards aren't frenemies—they're a power couple! Smart sales organizations know how to blend the two for maximum impact

• Goals push you to perform, giving you a sense of purpose.

• Standards make sure you're doing things the right way, so you can consistently deliver top-notch results.

• When you hit or exceed your goals, it's a pat on the back that tells you your standards are paying off.

• Plus, meeting those goals reinforces the importance of sticking to those standards. It's a win-win cycle of success!

Now you know that goals and standards are the secret sauce to sales stardom. Embrace the power of both, and you'll create a culture of success, constant improvement, and customer love. 

Now, go sell!