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