2021 Top SaaS Sales Goal Setting Strategies from the Demo Solutions sales training best practices are going to be a guide for you to set goals that offer sustainable outcomes. These are strategies that work and the first step to realizing your goals is and analyzing them. Are you or your team managers setting realistic goals? Are your goals achievable or are they value-based? Do you want to enact change, or are you looking to meet a specific goal, just this once? We are going to do a short dive into the types of goals there are. The five categories of goals are short term vs long term, avoidance vs approach, performance vs learning, nonspecific vs specific, and end state vs process.
Short vs Long Term Goals
Short-term goals are achieved in the near future and consist of subgoals as well. “I will conduct 4 demos this week,” is a short term goal. Short term goals make long term goals more manageable and contribute to self efficacy. Completing short term goals gives you the confidence to go after the long term goals. “I will conduct 4 demos this week this week,” can be part of “ I will conduct 12-15 demos per month, and 200 per year.” Long term goals are less defined, I will demo four times as much as last quarter. Used alone the short term goal is more effective for change, but without a long term goal, it lacks strategy unless it is steeped in your value system. An example of the value would be quitting a habit, I am a non smoker, so I do not smoke every day. Setting long term and short term goals in an action plan is one of our main exercises for coaching.
Approach vs Avoidance Goals
Avoidance and Approach goals can be very similar, but are framed with different motivation. The avoidance goal is “I want to not fear public speaking” vs the approach goal would be “I want to become a more effective public speaker”, which do you think is more motivating? The avoidance goal is bases actions on undesirable outcomes and the approach goal bases action on learning with a potential benefit of the desirable outcome. The more likely the goal strategy to be effective is the is the Approach Goal. Approach goals are associated with greater levels of well being, predict higher levels of performance, and are most effective at motivating performance.
Learning vs Performance Goals
Learning goals, also known as mastery goals, are focused on building a skill and the process. Learning goals are different from performance goals in that performance goals are focused strictly on an end result of the process. Performance goal setting relies on positive feedback, those looking to acheive performance goals are generally not receptive to setbacks or negative feedback. Additionally, this goal setter can be reluctant to cooperate with others in pursuit of a performance goal. On the other hand, those whose goal is mastery attribute setbacks as strategic failures, are more highly motivated, show better lesson retention, and report higher levels of well being. If you approach a performance goal set by your organization with mastery in mind, or you turn that performance into a long term goal, but your short term goals are geared towards mastery, you will be less likely to be deterred by setbacks and experience greater satisfaction.
Specific vs Non Specific Goals
Non specific goals have a level of performance in them in that they can be, “lose weight”, “increase earnings”, but lack methods to achieve them. These are very achievable and are less likely to generate feelings of failure, however performance varies, there is a higher likelihood of a goal being revised, and performance is generally worse. Specific goals are pretty obvious in contrast. I want to lose 5 lbs and make $500.
End State vs Process Goals
End State goals have a defined outcome and require no additional follow-up work and process goals require maintenance. End State goals require no more work after they are acheived, an end state goal can also be short term in this example, I am going to get a car wash on Thursday. If you get a car wash on Thursday, you have acheived this goal. I am going to keep my car clean by getting car washes on Thursdays would be the process version of this goal.
Which of the 2021 Top SaaS Sales Goal Setting Strategies do you Align with?
When reading over these goal strategies, the differences in many are merely in framing. Are you looking for long term change or are you looking to get something done in the quickest way possible? Each category is a choice and path for achieving an outcome and it is up to you as a leader or an individual which is most important. Do you want replicable change that you find rewarding personally, are you motivated by goals set by your org, or simply content achieving the exact goal set in front of you. As an exercise, analyze your goals. Are they Short or Long Term, Approach vs Avoidance, Learning vs Performance, Nonspecific vs Specific, and End State vs Process? Where can you reframe your goals in ways that are more sustainable? Are you looking for more 2021 Top SaaS Sales Goal Setting Strategies? Let’s Chat!
We are releasing a module on a new content platform and this is a preview of our Goal Setting and Motivation Module, many of these concepts and classifications are based on Positive Psychology. Enjoy and please comment to let us know if this is helpful and if there are pieces you would like to include in our new content. We LOVE feedback.