| When we make a sale, or take one step closer | | | | down are not enough, and a sales team will |
| to meeting our goal, we are overcome with a | | | | fall short of what their potential could |
| felling of achievement which motivates us to | | | | be.Needless to say, my sales team never met |
| sell more.I'm sure that anybody who is | | | | their daily, weekly, or monthly goals. We did |
| reading this article has been in the | | | | however, fight the good fight and manage to |
| situation where they may have been given | | | | hold our own. But morale was never what it |
| unobtainable goals from one of their bosses, | | | | should have been.Every six months my team and |
| sales manager's, or some higher up somewhere | | | | I would attend the semiannual sales rally, |
| in the company.When goals are given that are | | | | where we would sit and watch as the other |
| unrealistic, the mission is doomed from the | | | | branches so proudly accepted their awards for |
| beginning. It immediately gives a feeling of | | | | meeting their goals. It pained me to watch my |
| despair to the sales team, which can be | | | | team walk away empty handed knowing that they |
| devastating to morale.The sales team will do | | | | worked so hard.My point is, when goals are |
| their duty and work as hard as they can to | | | | being set, they need to be realistic and |
| obtain the goals, but when they fall short, | | | | obtainable. The more you or your team reach |
| they will have feelings of failure, and will | | | | their goal the more motivated they will |
| be reluctant to move on.Simply stated, | | | | be.Once you are reaching your goal at a |
| unrealistic goals, take the fun out of | | | | steady pace, challenge yourself or your team, |
| selling.A personal story . . .During my years | | | | and raise the bar. Challenge them to reach |
| in the banking industry, I managed a sales | | | | higher on a daily basisKeep in mind, when you |
| team in a small branch inside of a grocery | | | | raise the bar, keep this new goal realistic |
| store. This is what is known as In-store | | | | as well, you don't want to become over |
| banking. It was estimated that seven thousand | | | | confident and put your goals out of reach.One |
| people came through the grocery store where | | | | last thing . . .The goals that are being set, |
| my branch was located on a weekly basis.With | | | | should be put in place by a person or people |
| that statistic, my sales team was given a | | | | who know you, your staff, and your |
| goal of opening up six checking accounts per | | | | demographics. Not by somebody in an ivory |
| day, among other things.This would be a | | | | tower.If they are not being put into place by |
| monthly goal of one hundred and eighty | | | | the appropriate people, suggest this idea to |
| checking accounts per month. To me and my | | | | someone in your organization that you can |
| team, this was highly unrealistic.Then, | | | | trust.This article may be reproduced by |
| In-store banking was brand new to the banking | | | | anyone at any time, as long as the authors |
| industry, and these goals were being handed | | | | name and reference links are kept in tact and |
| down by people who never once stepped foot in | | | | active.Jay Conners has more than fifteen |
| an in-store branch.Please understand, I am | | | | years of experience in the banking and |
| not bitter about this, I am just stating the | | | | Mortgage Industry, He is the owner of a |
| facts, and believe this to be an on going | | | | mortgage resource site, he is also the owner |
| problem with companies.This problem works | | | | of a mortgage lead company. |
| both ways. Sometimes the goals being handed | | | | |