2020 is not what anyone thought it would be so far but when are things ever what we thought they’d be? Regardless, it’s time to take a step back and re-evaluate and refresh your organization’s goals to help kick the next quarter off right! It’s important to periodically assess your goals and the start of a new quarter is the perfect time to do so. Don’t let this intimidate you, follow the simple steps below and you’ll have refreshed goals in no time!
Steps to Re-Evaluate Goals
- Reflect on what goals you set at the start of the year
A simple way to start the process is by looking back at what goals you set for yourself. Ask yourself, why did you set these goals? What were your reasons behind them? This includes revenue and performance goals. It’s important to understand your reasoning behind your original goals so you keep your eyes on the prize even if adjustments are necessary.
- Look back on the past quarters, what’s working? What’s not?
Next, take some time to look at what went right and wrong in the last quarter. This is a great starting point towards making change and or deciding what doesn’t need to be changed. Adjusting or changing your goals and priorities doesn’t mean you have to start from scratch, take the things that are working, and build off of them.
- Look towards the future, what is the new world you’ll be working in like?
After taking a look back on the previous quarter, take time to look forward. With uncertainty regarding when temporary remote working policies will be lifted, you must adjust to the new world we are working and living in. Although things may go back to normal a bit, such as returning to the office, things will probably never be exactly the same.
For example, there has recently been an increase in events being turned virtual. Think about how that would change your event goals regarding lead count and expected ROI. The saved costs from not having to design booths or create swag items can be used in a variety of other ways. Align your goals with the new possibilities.
- Establish new metrics
After you’ve completed your reflection of the past quarter and have taken a look towards the future, it’s time to establish new metrics to help your team work towards your new or edited goals.
To refresh goals, you need to start with the basics, your metrics. Pay special attention to what you’re measuring and how that will translate to your organization reaching its goals. Find some ideas for refreshed metrics below or check out LevelEleven’s KPI Report for the most common KPIs used by teams around the world.
- Conversations
This goes beyond just dials – this is more meaningful. Measuring conversations helps reps stay updated on where prospects find themselves during this transition back to office life.
- Face-to-Face Meetings
Although this metric will obviously be put in place after travel bans are lifted, it will help reps get reconnected to their territory and prospects.
- Progressing Opportunities
This works to show the pipeline is moving and activity and performance goals are being met. It’s an easy way for managers to see, at a glance, how their team is progressing with deals.
- Communicate new goals to the team
This sounds simple but is arguably the most important part of establishing new or refreshed goals. After all, your team needs to know what’s going on so they can act accordingly.
One way to make metrics abundantly clear is with LevelEleven’s Performance Scorecards. Get your team focused on the behaviors that drive revenue, customer experience, and business results with performance scorecards. Reps are able to view in real-time their performance against the goals and metrics their manager sets, keeping everyone on track no matter how new their goals are.
Establishing goals can be daunting, especially when you’re unsure of what is going on in the world, but it doesn’t have to be scary! Follow the simple steps above to look back on what you’ve been doing, adjust your goals and metrics, and take steps into the future with new, meaningful goals.
