Goals And Expectations PROGRAMME Junior Leadership MODULE Business Assurance 101 SUBJECT Goals And Expectations FACILITATOR Emmanuel Manu – HOD Sales Admin & Training COURSE DURATION 1 hr CREDITS 5

Goals And Expectations The Sales Business Set Goals Outline Set Expectations Invite Commitment

Evaluate Effectiveness Individual Business Plan Measure Results Evaluate Effectiveness Knowing The Ratio Outline Individual Business Plan

GOALS AND EXPECTATIONS

WHAT ARE GOALS AND EXPECTATIONS

GOALS AND EXPECTATIONS

THE SALES BUSINESS Is one of the most lucrative yet autonomous job you can ever venture into. It is also the closest you can get to running your own business without actually being a business owner. From generating sales leads, to meeting with clients and closing sales, to budgeting, to time management, to business meetings, and to traveling. But, in the end, it still isn't your own business even if it feels like it.

THE SALES BUSINESS You still are an employee of a company and you still have a boss – your Senior Manager. But as the prerogative of every job, you need to set some standards for yourself if you want to succeed in this field. So the question pops up;

Set Goals As a junior manager, what are your goals or what do you want to achieve in this business you find yourself?

Set Goals Is it a financial goal, that is, earning a huge sum of money as commission? Or Prestige; Becoming the top junior manager in your company and enjoying the benefits that come with it Or Creating the autonomy you so desire without having to answer to your boss etc.

Setting Goals Establish direction for your task and/or projects Clarify expectations Identify the results of efforts Achieve higher levels of performance Correct performance deficiencies Take pride and satisfaction in your achievements.

Set Goals With a clearly laid out goal, it makes you focused as well as gives you a vivid picture of where you going, what you want or whom you want to be. Then the second question you need to ask yourself again is:

What must I do or what should I do to be able to realise this target or this goal I have set for myself?

Set Expectations Normally, setting the goal or target is not a tough thing to do but the herculean task is the processes, stages and step by step actions one must follow through to achieve them. Here are some steps that you can follow day to day as you work up your way to achieve your ambition or goal of becoming the highest paid junior manager or the top junior manager in your company.

Set Expectations You know what your company's expectations of you are. You are a smart person. You don't need someone telling you what the expectations are. So your cue, as you move out day to day, is to set your own personal expectations above what the company expects of you. The fundamental rule is to meet or exceed your target or quota plain and simple but you can go on and even triple or multiply it. It goes to your own advantage and also no senior manager will see the need to discuss expectations with you if you are already self-motivated.

Invite Commitment Being committed to achieving your goals means accepting the fact that you are going to work extra hard. Do you know what happens when you are in sales and you commit to working hard? You make more money and in doing so, you will be edging closer to you goal. Hard work pays so be prepared to do just that. Be committed, work hard, and you get more commission. No need to hear a lecture on this from your sales manager.

Measure Results As a manager, you must be ever willing to measure your results and compare them to your goals to find gaps that require further attention. Having gaps such as not being able to meet your target for a particular month negates your process to achieving your goal. Now think back to your personal expectations (which exceed the company's expectations) and to your commitment to working hard; this will bring in more sales, more commission for you, and more revenue for the company as a whole. When this happens, there will be no gaps that require further attention.

Evaluate Effectiveness Managers must hold themselves accountable for holding others accountable. What happens when you are accountable? It makes your senior manager accountable. So if you reach and exceed your targets you will be doing a great job, your senior manager will be accountable, he will not need to "deal" with you, and you will have the autonomy and independence that you have always wanted from your job.

Knowing the ratio To enable you exceed your expectation, you need to know the ratio of the number of people you can contact, to the number of people who will be willing to listen to you, to the number of people you are actually going to be able to close. Number of contacts: number of contacts who will be willing to listen to you: Number of closed clients(cases).

Individual business plans In this sales business, the utmost expectation is meeting your quota or target and here are a few guidelines to help you develop a good plan to reach your business expectation.

Individual business plans Hence if you have an expectation of 10 cases a day, you have to draw a business plan of at least talking to about 60 clients. Knowing that out of the 60, about 40 clients can give you the hearing ear and subsequently, closing about 15 cases. That even exceeds your target. Putting the ratio at 60:40:15

Individual business plans Talking to 10 people with 5 of them giving you the hearing ear and closing only 1 clients puts the ratio at 10:5:1. It is not always likely to be the same every time but knowing the business you in and the goal you wish to achieve will determine the plan or ratio you want to adopt.

Last words Note that, it is these goals and expectations we set coupled with an appropriate business plan together with our Sales managers that help us to achieve our goal or aim, hence in another twist, the expectations and business plan serves as mission statements to enable us reach our vision (goal).