How to manage your team #22: Goals

I hired a salesperson who said, “Just give me a goal – a number. Put it in front of me. I’ll hit it.” The next day, before he arrived, I taped a 100 Grand candy bar on his computer. He laughed, gave me a thumbs-up and started calling prospects.

People like goals – and hitting them. Ask what their goals are … financial, development, reading, career, skills, client calls or building relationships.

Write a one-page goal sheet for each to meet in one to three months. Check back to see how they’re doing. You can raise goals, lengthen timeframes … and prizes.

Chris Schroder, The 100 Companies