Triple-Track Goal Setting

Al Mayer, president of Fred Sands in Malibu, Calif., had his “ah-ha” moment when he heard the quote “You can’t motivate a satisfied person.”

“I realized that to keep salespeople from becoming complacent, I had to keep them dissatisfied and striving for more.” The result was Mayer’s triple-track plan.

First, work with the salesperson to develop three performance levels:

  1. Minimum acceptable: What’s the minimum you can afford to make and stay in the business and cover your basic living expenses?
  2. Average desired: You don’t want a minimum life. What else would like to do? Dinners out, monthly theater tickets, braces for your son?
  3. Maximum obtainable: There are special things—a fancy car, a round-the-world-trip we’d all like. Set a specific dollar amount for each of these levels.

These goals need to come directly from salespeople; it has to be what they want, not what you would want.

Second, help the salesperson develop a business plan to achieve the goals. Calculate how many transactions are needed to reach the dollar amount of the goal.

Third, track the performance. Use a form each month to see if the salesperson is on target for the minimum, average, or maximum pace. Color code the three levels so salespeople can see at a glance how they’re doing.

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