Here’s how to actually hit your annual sales goals
Last week we reviewed that you do, in fact, need a business plan if you want your life and your finances to look differently than they did this year. The problem is that most agents make lofty goals for themselves, write them down, and never look at them again. So how do you make sure you actually stay on track to hit your goals?
The Importance of Tracking
Tracking your progress is crucial—it transforms your ambitions into measurable targets and provides a clear roadmap to follow. By monitoring your activities, you can identify what’s working, what isn’t, and adjust your strategies accordingly. More importantly, it gives you the feedback on whether or not you are: 1) doing enough activities; and 2) have the right conversion rates, to hit your goals. This ongoing evaluation significantly increases your chances of meeting, and even surpassing, your annual goals.
Tools for Tracking
- Traditional Tracking Sheets: Start with the basics. Use a tracking sheet to log daily activities such as calls made, appointments set, appointments kept, buyers and sellers signed, contracts accepted, and deals closed. This method not only helps keep your goals in sight throughout the day and week, but also offers the satisfaction of physically checking off tasks as you complete them.
- CRM Systems: Upgrade to a Customer Relationship Management (CRM) system like Follow Up Boss. CRMs allow you to automate tracking and maintain detailed records of client interactions, making it easier to follow up and convert leads. These systems can provide reminders and performance analytics, which are invaluable for staying on top of your goals.
- Advanced Analytics Tools: For those who prefer a high-tech approach or best process information visually, consider investing in a platform like Sisu, as we do at The Chabris Group. Sisu offers real-time graphical representations of your progress against your goals. This can be particularly motivating, as it allows you to visually assess your performance against your goals in real time – and adjust accordingly!
The Role of Accountability
While tools are essential, the human element—accountability—is equally crucial. Here’s how to integrate accountability into your goal tracking:
- Find an Accountability Partner: This could be a mentor, a coach, or even a colleague. Choose someone who will regularly review your progress with you, offer constructive feedback, advocate for the best version of you, and push you to stretch your limits.
- Regular Check-ins: Schedule weekly meetings with your accountability partner to review what you’ve accomplished versus your targets. These sessions can help keep you motivated and focused.
Curious what an accountability session sounds like or how to structure one with your new accountability partner? Reach out to me and I’m happy to give you an accountability framework!
Implementing Your Tracking System
To effectively implement your tracking system, follow these steps:
- Set Clear, Quantifiable Goals: Break down your annual targets into monthly and weekly milestones. This makes them more manageable and less daunting.
- Choose Your Tools: Decide whether you’ll use traditional methods, a CRM, or advanced analytics tools based on your budget and comfort with technology.
- Establish Routine: Incorporate goal tracking into your daily routine. Make it a habit to review your progress at the start or end of each day.
- Seek Feedback: Regularly consult with your accountability partner and be open to making necessary adjustments to your strategies based on their insights.