hurtscuzimold

Dude abiding

Moving goalposts

how do you handle the pressure (if we should call it that) of constantly changing goals? my annual goal this year has more than doubled as the year progressed.

I love being able to shoot past goals but there's something soul crushing about seeing the goalpost move on you so many times.

does anyone have words of wisdom for pushing through this?

🙏 Mental Wellness

💆‍♂ Mindset

☕️ Workflow and Daily Habits

17 comments

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LordBusiness

Politicker

Chief Revenue Officer

Find a new company. There are many ways to motivate sellers vs. increasing their goals. Goals should be set annually, and reviewed bi-annually to ensure no market conditions have caused a "ripple in the force" (ie - COVID last year). Your leadership should always be challenging you to do better, and grow -- but not with target increases based on your previous over performance.

Tomahawk

Member

Director of Commercial Sales

The nature of sales and sales orgs is that as companies grow, markets change, categories get more lucrative, and as you gain tenure at your company, quotas and other metrics will almost I definitely grow, and that’s not a bad thing. I would assume that your quota had some sort of ramp, but if not, let’s talk through what that means. On the other side of it, if your metrics are moving but nothing else is (book of business isn’t growing, category spend isn’t increasing, etc) then that can make it hard and I feel for you.

I think we’d all need a bit more information but for now let me just say — keep your chin up and keep grinding. You’ve got a huge support community here that’s happy to help you out.

In terms of words of wisdom, putting in the right efforts that yield results is huge. Focus on those activities that you can control and do as much of that as possible. If you find calling super effective, do it. If emailing closes more deals that calls, keep typing. And most importantly, be intentional about what you're doing. I like to be numbers driven and let my past success indicate what I need to do to increase that in the future, otherwise I just hoping my random actions will lead to something good.

And take care of yourself. Make sure you're in a good place, healthy, emotionally solid, etc. If you stress about the numbers out side of 'work hours' then that will wear you down and you won't be abel to bring your A-game to your conversations.

Santipodero

Politicker

Sanix

qué sabias palabras the pondré en práctica

Tomahawk

Member

Director of Commercial Sales

Me alegro que así sientes!

hurtscuzimold

Opinionated

Dude abiding

Thank you for this wisdom

Santipodero

Politicker

Sanix

although do not forget that the pressure helps in several factors but in excess it is harmful

hurtscuzimold

Opinionated

Dude abiding

Good points

goose

Politicker

Sales Executive

Well, are you talking about a quota here or performance goals? I feel performance goals should include stretch goals if achieved easily. If we are talking about revenue quotas or targets then I don't believe the target should be moved unless compensation is adjusted accordingly.

hurtscuzimold

Opinionated

Dude abiding

Revenue goals….

goose

Politicker

Sales Executive

If you exceed them as a leader I’d probably challenge you to deliver more. Especially if you achieved the goal easily.

hurtscuzimold

Opinionated

Dude abiding

That’s something goose would say. I know you’re right tho…

goose

Politicker

Sales Executive

I'm sure there are specifics I don't know about. But I'm thinking as VP Sales you have the ability to make changes (more hires, more leads, different strategies and markets, etc).

hurtscuzimold

Opinionated

Dude abiding

I did at one point. But things got tight for the company while I blew past my goals. Now I’m expected to do more with less.

Santipodero

Politicker

Sanix

1. Organize time In today's job market, people tend to perform multiple tasks, which disconnects the worker from what he or she has been executing. Therefore, it is essential that you organize your time distinguishing what things are important and urgent to do in the morning, when creativity and productivity are greatest. 2. Think from the customer If you work in a company that markets products or services, one way to establish which tasks should be developed first is to think from the needs and interests of the client. It will give you a guideline on which projects or responsibilities will have the first place on the list, since clients are the deepest concern in this type of company. 3. Determine the magnitude of stressors The key is how you react to stressors, not what they are. It is essential that you respond objectively, measuring the real threat posed by a task or person to assign it a place on the list of priorities for the day and avoid feeling overloaded. 4. Practice solutions to hypothetical situations Prepare for the "what if ...", looking for a way to solve a possible problem that can affect your work day. Make sure all the digital files that you will use for the day are in place or that the physical documents are in order, check your personal agenda to review meeting times and other issues that you can anticipate. The more answers you have up your sleeve, the greater your ability to face daily challenges. 5. Write reminders Memos ease the mental load because you express your concerns. Set reminders on your cell phone, write down appointments or meetings in your agenda and look for solutions to problems that may arise, writing them to return to them when you need it. 6. Offer help only when needed Teamwork is highly valued by companies and often yields better results than individual work, because personal skills are enhanced. However, getting involved with issues that do not correspond to your task directly is a waste of energy that will affect your work. Help your colleagues only when necessary and you are able to collaborate, do not get distracted by other people's problems that you do not know how to solve quickly. 7. Visualize success Developing a project or completing a task in the stipulated time requires not only efficiency, time organization and discipline, but also confidence in yourself. Believing in your abilities is the first step to empowering them.

GDO

Politicker

BDM

Change is inevitable in sales. But still tell them when it s too much and agreed quota is agreed quota. Put that in writing and that’s it. All other changes are to be negotiated with you.

CuriousFox

WR Officer

🦊

Did you end up staying or did you find a new role?

Cyberjarre

Politicker

BDR

I try to never call at the start of an hour as prospects are more likely to be going into meetings.

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hurtscuzimold

Moving goalposts

17 comments

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