WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.530 What if I told you that you should not have a daily sales goal? 00:00:04.860 --> 00:00:06.240 You might think, Adam, you're crazy. 00:00:06.240 --> 00:00:09.960 I mean, after all, the tagline on every single video you produce is to help you 00:00:09.960 --> 00:00:12.570 and your team smash your income goal. 00:00:12.780 --> 00:00:18.000 So how can you smash an income goal without having a daily sales goal? 00:00:18.180 --> 00:00:20.100 It sounds absolutely ludicrous. 00:00:20.100 --> 00:00:24.180 It sounds completely counterintuitive, but for me it has worked 00:00:24.760 --> 00:00:27.040 incredibly well this shift. 00:00:27.479 --> 00:00:32.470 From a daily sales goal to doing this instead has helped me optimize 00:00:32.475 --> 00:00:37.560 my performance, get even better, and make more sales, and I hope 00:00:37.560 --> 00:00:38.760 it's able to do the same for you. 00:00:38.760 --> 00:00:40.170 Now, you may agree or disagree. 00:00:40.710 --> 00:00:43.920 But I invite you to join me all the way till the end so you can 00:00:43.920 --> 00:00:45.090 make that decision for yourself. 00:00:45.090 --> 00:00:48.690 And then share your feelings and reactions in the comments section below. 00:00:48.960 --> 00:00:51.570 Now, before we get to it, a quick welcome or welcome back, Adam 00:00:51.600 --> 00:00:52.860 Besman here, the roof strategist. 00:00:52.860 --> 00:00:56.550 And as I shared before, everything that I do here is designed to help you and 00:00:56.550 --> 00:00:59.820 your team smash your income goal and give every customer an amazing experience. 00:01:00.030 --> 00:01:03.600 And we talk about smashing goals, and then I share with you to not set a goal. 00:01:04.110 --> 00:01:06.420 But they said set a sales goal. 00:01:06.630 --> 00:01:07.950 How does this all make sense? 00:01:07.950 --> 00:01:11.520 Well, I'm gonna dive into all that and more right before we get to today's video. 00:01:11.550 --> 00:01:14.370 If you like this video and you want more, I invite you to join me 00:01:14.375 --> 00:01:16.170 inside our new free training center. 00:01:16.380 --> 00:01:19.550 In there I've got a our pitch, like a pro roofing sales training video library. 00:01:19.885 --> 00:01:22.975 Our roof claims crash course to teach you the fundamentals of what you need 00:01:22.975 --> 00:01:24.445 to know to sell storm damage roofs. 00:01:24.685 --> 00:01:27.865 We've got my recommended reading list to the top 87 or so books at 00:01:27.865 --> 00:01:31.975 the moment, organized by category for those continual learners out there. 00:01:32.185 --> 00:01:35.755 It's got my 10 closing techniques for every situation and a whole bunch more, 00:01:35.875 --> 00:01:37.195 and you can get in right now for free. 00:01:37.200 --> 00:01:37.945 There's no catch. 00:01:38.065 --> 00:01:40.405 You can either click the link in the description or text the 00:01:40.405 --> 00:01:45.895 word free to 3 0 3 2 2 2 71 33. 00:01:45.895 --> 00:01:48.745 That's free to 3 0 3 2 2. 00:01:49.604 --> 00:01:51.134 71 33. 00:01:51.375 --> 00:01:52.455 Alright, let's get to it. 00:01:52.455 --> 00:01:57.225 So why did I say that we shouldn't have a sales goal each and every day? 00:01:57.615 --> 00:02:00.315 And I'll share with you why has this happened to you? 00:02:00.645 --> 00:02:02.414 Have you ever written a sales goal? 00:02:02.414 --> 00:02:06.014 I will make two sales today and you end up with zero. 00:02:06.435 --> 00:02:07.244 It's happened to me. 00:02:07.365 --> 00:02:08.924 And then the next day I have the same goal. 00:02:08.924 --> 00:02:10.925 Today I will get two sales or whatever the. 00:02:11.760 --> 00:02:13.620 And then sometimes I fall short. 00:02:13.680 --> 00:02:17.670 Sometimes I might exceed it, but there's oftentimes that if we don't hit that 00:02:17.670 --> 00:02:19.140 goal, we just set it for the next one. 00:02:19.140 --> 00:02:20.460 And then what's that same goal? 00:02:20.550 --> 00:02:25.320 I will get two Goal two sales today, and I started seeing this within our own team. 00:02:25.320 --> 00:02:30.210 See, we run our company on an internal chat, and I was inspired by Cody Lands of 00:02:30.210 --> 00:02:31.880 fellow mentor in the Pitch Pro movement. 00:02:31.980 --> 00:02:35.760 Who runs what he calls a wig, a wildly important goal for the day. 00:02:35.760 --> 00:02:37.709 And it's in fact exactly what we do now. 00:02:37.709 --> 00:02:38.549 And I learned it from him. 00:02:38.609 --> 00:02:41.549 He was kind enough to get me added to his team chat to learn it. 00:02:41.549 --> 00:02:45.480 And now it is a, a fundamental core of how everyone on our team starts the 00:02:45.480 --> 00:02:48.420 day by typing in that group chat, their wildly important goal for the day. 00:02:48.720 --> 00:02:50.880 And I kept seeing the, the, the, the goal. 00:02:50.880 --> 00:02:52.769 I will get X number of sales per day. 00:02:52.920 --> 00:02:55.179 Some days we blew it outta the water and some. 00:02:55.550 --> 00:02:56.420 We didn't. 00:02:56.870 --> 00:03:00.320 And I kept wondering, well, how is this gonna help our team grow? 00:03:00.500 --> 00:03:04.400 How can we continually improve our performance if we're 00:03:04.405 --> 00:03:05.840 not hitting a sales goal? 00:03:06.290 --> 00:03:13.100 And I began diving deeper and deeper into stoic philosophy, understanding 00:03:13.100 --> 00:03:16.550 that we can't control outcomes yet here we are, and I've been guilty of the 00:03:16.550 --> 00:03:18.170 setting goals that are outcome-based. 00:03:18.170 --> 00:03:18.890 So I wanna repeat that. 00:03:19.160 --> 00:03:21.830 Setting goals that are outcome-based. 00:03:22.040 --> 00:03:23.720 An outcome, can you control an. 00:03:25.095 --> 00:03:25.545 . No. 00:03:25.935 --> 00:03:28.095 Can you control whether or not someone buys from you? 00:03:28.695 --> 00:03:29.144 No. 00:03:29.445 --> 00:03:35.255 All you can control is how you run the sale, how you educate the customer. 00:03:35.715 --> 00:03:40.095 How you present your photos to get them to tell you that their roof's all messed up. 00:03:40.095 --> 00:03:42.525 So they buy into their problem, they own their problem, and 00:03:42.525 --> 00:03:43.785 they're more likely to take action. 00:03:44.084 --> 00:03:48.075 What you can control is how you overcome those objections. 00:03:48.285 --> 00:03:51.765 What you can control is how you ask for the business. 00:03:52.125 --> 00:03:56.535 So what you're starting likely to start seeing now is that whether or 00:03:56.535 --> 00:04:00.584 not someone buys from you is 100% out of your control and my control. 00:04:00.885 --> 00:04:03.165 And I know you might challenge that a little bit, but, but. 00:04:04.035 --> 00:04:08.265 Think about it, you and I can't force someone to buy anything. 00:04:08.535 --> 00:04:10.215 It's just not how the world works. 00:04:10.365 --> 00:04:14.085 So therefore, in outcome based goal, like I've made one or maybe 00:04:14.085 --> 00:04:15.915 two sales, today is my goal. 00:04:16.155 --> 00:04:18.645 We absolutely can't control. 00:04:18.765 --> 00:04:22.545 So what ends up happening is we set that target and then it becomes a wish. 00:04:22.635 --> 00:04:25.095 We're like, I wish to get too two sales, and then we don't get it. 00:04:25.095 --> 00:04:26.775 So then, well, tomorrow I wish to get two. 00:04:27.830 --> 00:04:33.920 . So this my friend, is why I say that setting a sales goal each and every day 00:04:34.490 --> 00:04:37.280 is not as helpful as I think it could be. 00:04:37.400 --> 00:04:41.930 And instead, I pose this to you, what can you control? 00:04:41.935 --> 00:04:45.110 I want you to ask yourself this question when it comes to selling 00:04:45.110 --> 00:04:49.520 in the home or selling when I'm out knocking doors, or if I'm canvassing a. 00:04:51.000 --> 00:04:53.520 What can I actually control? 00:04:53.849 --> 00:04:57.479 You can control your energy, your enthusiasm, your body language. 00:04:57.659 --> 00:05:00.809 You can control what you say, how you pitch, how you communicate, 00:05:00.809 --> 00:05:02.280 how you overcome objections. 00:05:02.640 --> 00:05:07.979 So what if instead of writing a goal that was about an outcome, like making a sale, 00:05:07.984 --> 00:05:13.320 which you have absolutely no control over, instead you set a goal that you. 00:05:13.674 --> 00:05:21.445 100% control over, and not only would you get 100% control of that goal, the 00:05:21.505 --> 00:05:25.744 outcome of those activities or that clear focus or that clear practice 00:05:25.854 --> 00:05:27.775 would likely lead to more sales. 00:05:28.164 --> 00:05:32.215 Would you agree that that might be an even more effective way to write a daily goal? 00:05:32.849 --> 00:05:33.869 . Yeah, I think so too. 00:05:33.869 --> 00:05:37.109 And it's a big shift that I've had recently and I wanna share with 00:05:37.109 --> 00:05:39.780 you how, how Matt and I and our team have, have navigated this. 00:05:40.200 --> 00:05:44.549 Matt was writing those sales goals in our, in our group chat on our wigs, and I 00:05:44.549 --> 00:05:49.140 said, Matt, I really see this opportunity to help you increase your close rate. 00:05:49.320 --> 00:05:55.020 Because what we can do is find ways to do that because I've found myself personally, 00:05:55.020 --> 00:05:56.099 let me know if you agree with this. 00:05:56.700 --> 00:06:00.420 If we just work really hard on getting better, we don't 00:06:00.420 --> 00:06:01.560 really have a clear focus. 00:06:01.560 --> 00:06:04.860 We're just working hard aimlessly in hopes that we'll improve. 00:06:05.070 --> 00:06:09.570 But instead, if we got laser focused about how we could improve 00:06:09.575 --> 00:06:14.670 our sales performance, then we have a clear plan of attack each 00:06:14.675 --> 00:06:17.460 and every day to make more sales. 00:06:17.640 --> 00:06:18.660 Let me give you an example. 00:06:18.930 --> 00:06:23.190 When I was listening to some of Matt's calls, I kept finding that at the end of 00:06:23.190 --> 00:06:28.120 an appointment if there was objections or questions, I felt like we could discover 00:06:28.120 --> 00:06:33.000 a bit more about what that person wants to learn or understand or where they 00:06:33.000 --> 00:06:34.530 are in that decision making process. 00:06:34.590 --> 00:06:38.010 And I absolutely do not want people to feel high pressure, but it is 00:06:38.010 --> 00:06:39.630 important for me to be persistent. 00:06:39.630 --> 00:06:42.840 It's important for us as an organization to understand 00:06:42.845 --> 00:06:44.550 your needs to better serve you. 00:06:44.550 --> 00:06:47.040 And sometimes when people give you an objection, it's simply cuz they 00:06:47.040 --> 00:06:48.810 have questions that they didn't even know they had, and that's 00:06:48.810 --> 00:06:49.980 why they don't wanna move forward. 00:06:50.280 --> 00:06:51.600 So instead I said, Matt, how about. 00:06:52.365 --> 00:06:56.025 What I want to do is to do an after action report, meaning you're gonna 00:06:56.025 --> 00:06:57.555 write down what you did really well. 00:06:57.585 --> 00:06:58.455 We always start there with the. 00:06:59.475 --> 00:07:02.685 Then I want you to write what you could do better next time. 00:07:02.685 --> 00:07:06.075 So as we learn to self-reflect, to look back upon ourselves, 00:07:06.075 --> 00:07:06.885 say, Hey, you know what? 00:07:07.095 --> 00:07:10.215 In that appointment, I really didn't spend much time at the beginning 00:07:10.220 --> 00:07:11.545 asking the right questions. 00:07:11.550 --> 00:07:16.515 Like, oh, okay, so that one thing that we can do better now gets turned into a plan. 00:07:16.725 --> 00:07:19.275 So that one thing, Hey, I can do better at this. 00:07:19.455 --> 00:07:23.025 Turns into a plan of every single sales appointment I. 00:07:23.585 --> 00:07:25.925 I am now gonna spend more time in the beginning in what we call 00:07:25.925 --> 00:07:29.915 discovery, asking those questions like, where are you at in the process? 00:07:30.155 --> 00:07:31.505 What's the problem with your roof? 00:07:31.505 --> 00:07:32.945 Why did you call our company? 00:07:33.035 --> 00:07:34.595 How many estimates have you received? 00:07:34.685 --> 00:07:40.765 And when I now have that daily goal to practice, On every appointment, I'm gonna 00:07:40.765 --> 00:07:45.924 spend at least x number of minutes or ask X number of questions on the discovery. 00:07:46.104 --> 00:07:50.664 Now, instead of focusing on I wanna make a sale, we now know this is the best 00:07:50.669 --> 00:07:52.585 and strongest thing for me to focus on. 00:07:52.614 --> 00:07:56.125 And that's the one thing that I can indeed control. 00:07:56.304 --> 00:08:00.354 And if I do a really good job at this, the outcome which I cannot control 00:08:00.505 --> 00:08:03.054 will often be driving more sales. 00:08:03.385 --> 00:08:03.835 So there you. 00:08:04.650 --> 00:08:09.060 I changed my mind on this from having a daily sales goal that was outcome based to 00:08:09.060 --> 00:08:14.130 having this revelation, this discovery of I absolutely cannot control the outcome. 00:08:14.370 --> 00:08:19.020 So instead of having that daily goal built around a number of sales, I want 00:08:19.020 --> 00:08:23.310 my daily goal to be built around the one thing that I can control that by 00:08:23.310 --> 00:08:25.950 doing so, will result in more sales. 00:08:26.370 --> 00:08:30.330 When we rinse and repeat this process of a weekly after action 00:08:30.330 --> 00:08:32.120 report, listing out what you did. 00:08:32.594 --> 00:08:36.914 Then listing out what you could do better, identifying what we call the low hanging 00:08:36.914 --> 00:08:40.604 fruit, the easiest thing that you can improve upon to start making more sales. 00:08:40.755 --> 00:08:44.235 Example, asking more questions in the beginning, or maybe for you, it's 00:08:44.385 --> 00:08:46.245 leaning into objections at the end. 00:08:46.454 --> 00:08:47.714 Maybe you can try a challenge of. 00:08:47.770 --> 00:08:51.520 Like I shared in my previous video earlier this month, the three X 00:08:51.520 --> 00:08:54.460 rule, to overcome those objections by asking questions three times. 00:08:54.610 --> 00:08:56.470 So once you find what you can do better, we turn it into a 00:08:56.470 --> 00:08:58.000 plan that becomes the goal. 00:08:58.120 --> 00:09:02.500 So you can stay laser focused, develop self-awareness, and continually fine 00:09:02.500 --> 00:09:07.300 tune your sales skills while at the end of the day making more sales. 00:09:07.630 --> 00:09:10.120 So now that you've seen this video all the way to the end, I'd love to 00:09:10.120 --> 00:09:11.230 hear from you in the common section. 00:09:11.880 --> 00:09:12.990 Agree or disagree? 00:09:13.199 --> 00:09:17.699 Are daily sales goals good and helpful, or is it better to have a goal about 00:09:17.699 --> 00:09:19.500 something that you can actually control? 00:09:19.829 --> 00:09:20.610 I'd love to hear from you. 00:09:21.000 --> 00:09:26.250 As always, life sales business is an ever evolving landscape of continual learning, 00:09:26.250 --> 00:09:29.250 and I love to challenge my own viewpoints. 00:09:29.610 --> 00:09:32.880 Now, as you type up your comment in the comment section below, I 00:09:32.880 --> 00:09:34.110 just want to air out one thing. 00:09:34.410 --> 00:09:36.540 This doesn't mean that I'm not a big. 00:09:37.454 --> 00:09:38.925 Of having a sales target. 00:09:39.045 --> 00:09:41.385 Those targets are how we build the plan backwards. 00:09:41.744 --> 00:09:45.194 But I do really want to encourage you, skip the daily sales goal. 00:09:45.285 --> 00:09:46.395 Focus on the plan. 00:09:46.574 --> 00:09:51.314 This my friend, is how you coach yourself to become your own mentor, to 00:09:51.314 --> 00:09:54.045 optimize your sales performance, and then make even more sales along the way. 00:09:54.704 --> 00:09:57.074 All right, listen, that's all I got for you for this video, but just cuz 00:09:57.074 --> 00:09:58.214 our time here is about to wrap up. 00:09:58.214 --> 00:09:59.474 Doesn't mean you're in my time, has to. 00:09:59.474 --> 00:10:00.584 So I got a few options for you. 00:10:00.584 --> 00:10:00.885 Okay. 00:10:01.185 --> 00:10:01.694 Option number. 00:10:02.565 --> 00:10:05.505 If you're someone who might be looking for sales training for yourself or for 00:10:05.505 --> 00:10:08.755 a team, uh, I've had an opportunity to help thousands of folks overcome 00:10:08.755 --> 00:10:11.205 the same sales challenges that you're likely facing right now. 00:10:11.295 --> 00:10:14.475 And that's available in our training center, which you can access using 00:10:14.475 --> 00:10:16.065 the links in the description below. 00:10:16.245 --> 00:10:20.355 Or you can text the word demo to 3 0 3 2 2 2. 00:10:20.520 --> 00:10:21.659 71 33. 00:10:21.660 --> 00:10:26.370 And in our program, what I've done is start every single sales rep 00:10:26.370 --> 00:10:30.750 off with a daily sales plan that's built around their income goal. 00:10:30.810 --> 00:10:31.949 So I go a step deeper. 00:10:31.949 --> 00:10:36.270 If you wanna make x number of sa of of sales that results in a certain 00:10:36.270 --> 00:10:40.590 income goal, we can reverse engineer a plan, not just to how many sales, 00:10:40.740 --> 00:10:44.189 but to what sales activities will generate those appointments, how many 00:10:44.189 --> 00:10:47.400 of those appointments we need to get those sales to help you stay focused 00:10:47.400 --> 00:10:49.199 and to hold your team accountable. 00:10:49.405 --> 00:10:52.405 To following that plan all the way to the end, and this little 00:10:52.405 --> 00:10:53.725 exercise that I shared in today's. 00:10:54.360 --> 00:10:58.440 About having not a sales goal, but a goal that you can control 00:10:58.440 --> 00:10:59.730 regarding your sales activities. 00:10:59.940 --> 00:11:03.210 They work together really well, and I've watched them help folks in, 00:11:03.270 --> 00:11:06.870 including a woman named Michelle, who I just ran into in Tampa. 00:11:06.900 --> 00:11:07.440 Hey Michelle. 00:11:07.650 --> 00:11:12.150 Uh, hearing her story about personal struggles and finding 00:11:12.155 --> 00:11:14.010 this industry at at the right time. 00:11:14.340 --> 00:11:18.330 Coming from a place not well off financially in, in a scary situation, 00:11:18.330 --> 00:11:22.020 both interpersonally and financially, to discovering this world of roofing 00:11:22.020 --> 00:11:26.400 sales, applying herself using this stuff that I teach, and very quickly 00:11:26.400 --> 00:11:29.520 making her first six figures in her very first year, changing her 00:11:29.520 --> 00:11:30.660 life and changing her kids' lives. 00:11:30.660 --> 00:11:33.090 And that's the, those are the stories that excite me the most. 00:11:33.270 --> 00:11:35.970 So if you're interested, text the word demo to 3 0 3. 00:11:36.150 --> 00:11:37.110 2 2 2. 00:11:37.680 --> 00:11:40.200 71 33 will pop over link to share more. 00:11:40.260 --> 00:11:43.200 And if you want to hang with me here on YouTube, YouTube thinks 00:11:43.200 --> 00:11:44.100 you're gonna love this video. 00:11:44.160 --> 00:11:46.590 And if you didn't get into that free training center yet, click right here. 00:11:46.920 --> 00:11:47.640 We'll see you on the next one.