What's Your Goal?

It's the end of the month. You haven't quite met your quotas yet and you need that last little push to finish strong. Being in sales, I've been here multitudes of times. So what do you as a leader do? I've seen it handled a few different ways:

1 - Threaten - "If you guys don't step up and accomplish x then I'm going to find someone who can get the job done."
2 - Bribe - "If you accomplish x then I'm going to give you $500 cash."
3 - Give Up - The managers usually allude to some vague moment in the future..."This month is basically all but over. We're not having another month like this...We're about to make some changes...I'm sick of finishing like this...We'll try again next month...etc."

These methods don't work. You may meet your quota, but WHAT IS YOUR GOAL? You're short-sighted goal of wanting to meet THIS quota THIS month leads you to abandon long-term success for short-term gain.

Is there a better way? OF COURSE! Your goal as a leader should be to develop the team around you to accomplish more. Sure, you may meet your quota by threats, bribes, and innuendos...but what about next month, next year, the next 10 years?! If you demoralize your team then YOU lose! So what else could you try?

"The end of the month is almost here. You guys have worked so hard this month and I want you to know I am truly grateful. In the big scheme of things, this team has hit a home run this month. We have 4 days left in the month, and honestly, I'm not worried in the least. You guys have proven time and time again that when we need to finish strong, we will pull together and make it happen. Next month is going to be a great month but for the next four days I want us to pretend that it all ends here. Leave nothing on the table going into next month, as I know you always do. Now, what do you need from me as a leader to meet your quota?"

Your circumstances and situations are unique. Your business may be under extreme pressure because of the economy right now. YOUR TEAM NEEDS YOU TO NOT PANIC. They are looking to you. So, at the beginning of the last month in 2008 I leave you with the question: "What is your goal?"