Next Level Sales Coaching

5Goal-Setting Meetings

NOW THAT YOU HAVE had a review and plan meeting, one way to continue the conversation through the course of the year is to conduct goal-setting meetings. The purpose of these meetings is to check in on a consistent basis on the progress being made on the goals and objectives that were agreed to in the plan. The plan documents goals for the year. The goal-setting meeting takes the larger goal and breaks it down into smaller bite-size pieces to be accomplished in a shorter time frame. From our experience in working with our clients, we have found that goal-setting meetings are optimally conducted monthly or semi-monthly. They typically last 30 to 60 minutes. The duration of the meeting is in correlation to your salesperson's individual situation. These meetings are planned on the calendar and the conversation is based on successes, recognition, progress against action steps and key performance indicators (KPIs), and your salesperson's need for support from you.

The key to success is consistency.

—Zak Frazer

Consistent goal-setting meetings help you to build relationships by providing regular communication between you and your salespeople. They also provide opportunities for coaching and support, allowing you to resolve your sales team's concerns, and provide opportunities for your salespeople to make the connection between their own goals and the goals ...