Goal setting: how to use it for peak performance sales

Goal setting is the key to success. Here’s how and why it pays to implement this with your
sales team.

Building a peak performance sales team through goal setting

What do purpose, values, and goal setting have to do with the All Blacks, Harvard University, and the largest study ever done on high-performing sales teams over the last decade?

The clue lies with the All Blacks.

I once got an amazing insight into the All Blacks through hearing a keynote address by Sir Graham Henry at a conference where I was running a Peak Performance Leadership workshop with Australasian business owners.

 

Sir Graham knows a thing or two about great leadership: he was one of the most successful rugby coaches of all time. He coached the All Blacks to 88 wins in 103 tests, with an astounding winning average of 85.4%.

During the conference I talked directly with Sir Graham about what he considered best practice around goal setting, values, and purpose in relation to high performance. His philosophies mirrored what I have been teaching for the past 27 years: that purpose-driven, values-led teams who set goals – and who make plans to achieve those goals – outperform all other teams of similar ability.

Sir Graham also underscored the fact that goal setting and planning must be leadership led.

Sir Graham isn’t the only one to acknowledge the importance of goal setting

World-renowned Harvard University has also taken a keen interest in understanding the benefits of goal setting. Harvard University asked all MBA graduates the following question:

“Have you set written goals and created a plan for their attainment?”

Prior to graduation, it was determined that:

  • 84% of the entire class had set no goals at all;
  • 13% of the class had set written goals but had no concrete plans;
  • 3% of the class had both written goals and concrete plans;

Ten years later, Harvard University followed up with the 13% of the class who had set written goals but had not created plans. This group was making twice as much money as the 84% of the class who had set no goals at all.

However, here’s the real kicker.

When Harvard University followed up with graduates who had written goals and concrete plans, they were making ten times as much as the other 97% of the class.

Sir Graham isn’t the only one to acknowledge the importance of goal setting

World-renowned Harvard University has also taken a keen interest in understanding the benefits of goal setting. Harvard University asked all MBA graduates the following question:

“Have you set written goals and created a plan for their attainment?”

Prior to graduation, it was determined that:

  • 84% of the entire class had set no goals at all;
  • 13% of the class had set written goals but had no concrete plans;
  • 3% of the class had both written goals and concrete plans;

Ten years later, Harvard University followed up with the 13% of the class who had set written goals but had not created plans. This group was making twice as much money as the 84% of the class who had set no goals at all.

However, here’s the real kicker.

When Harvard University followed up with graduates who had written goals and concrete plans, they were making ten times as much as the other 97% of the class.

More facts around goal setting

These results are further backed up by research on goal setting by high-performing salespeople.

Dave Kurlan, CEO of the world’s premier sales research company, Objective Management Group, shared his findings around the link between success and goal setting:

 

  •  83% of elite salespeople (who make up the top 5%) have written personal goals while only 44% of weak salespeople (the bottom 50%) have written personal goals. That’s an 89% difference!
  •  76% of elite salespeople have a plan for reaching their goals while only 25% of weak salespeople have a plan for reaching their personal goals. That’s a 304% difference
  • In short, goal setting and concrete attainment plans – not good intentions – that are proven techniques that pave the road to success.

Many of you will be asking if goal setting will work in different industries. My answer is a strong “Yes”. I have had the privilege to work with companies in multiple industries in New Zealand, Australia, and in 21 other countries, and have helped them outperform competitors in their local markets by using goal setting techniques. 

How to get started with goal setting with your sales team

Look after your team. Building up to this doesn’t happen overnight, but you can at least start the journey – whether it’s with doughnuts, or something else.

It’s important that you work with each member in your team to set personal and professional goals. You also need to work with each team member to help them achieve their goals. You can do this by bringing the goal setting into your one-on-one meetings to help keep them on track.

Once a team member has achieved their goal, make sure this is recognised and rewarded in an appropriate way.

By doing this, you will build trust and respect, which improves relationships, and builds culture within your team.

Next step

Need help? Contact us for a free consultation to see how we can help with your goal setting and getting peak performance out of your sales team.