Each year, Americans spend the first week of January planning their New Year’s Resolutions. We vow to exercise more, eat healthier, save money, travel more, drink less caffeine. These “goals” are well-meaning, but they’re also short-lived, according to modern statistics. One study indicates that most people began “cheating” on their resolution on January 12th, 2020.
So, why should you apply such a frivolous concept to your business?
Research on failed resolutions aside, setting professional goals is the best way to guarantee your success… especially when your sales plan includes selling to the government. When it comes to your GovSales strategy, experts—like GovSpend CRO, Jack Siney—recommends setting your meetings in advance and holding yourself accountable throughout the week.
“You want to set up meetings in week-long increments, whether you’re visiting local agencies or ones you need to travel to,” Siney said. “So, you should have one at 9AM, one mid-morning, and one towards the end of the day—you should be planning in advance, 3 to 4 meetings a day.”
Scheduled meetings and goals help you focus your employees, especially when you set micro-goals for your entire team, such as the expectation for a set number of daily client meetings or providing call-number goals for your inside sales team.
When you know what you’d like to accomplish by the end of every month—every week, every day—you build yourself a path to your ultimate goal.
Think of it this way: if you’re standing in front of a river that you need to cross, you may not know where to start. However, if stepping stones were to rise to the surface of the water, one by one, you’d know where to step and in what order. Suddenly, this insurmountable task is digestible. You have a route that will safely take you from one end to the other.
This is why it’s essential that you sit down with your team as soon as you can, then communicate your goals clearly and quickly.
After all, if you start off on the right foot, it’s easier to find your stride.
If selling to the government is one of your goals, GovSpend can help. Our software gives you access to hundreds-of-thousands of agency contacts and historical purchasing data—so you can find new prospects and learn what agencies are paying for YOUR product/service.
About the Author: GovSpend
