What if I told you that you should not have a daily sales goal?
You might think, Adam, you're crazy.
I mean, after all, the tagline on every single video you produce is to help you
and your team smash your income goal.
So how can you smash an income goal without having a daily sales goal?
It sounds absolutely ludicrous.
It sounds completely counterintuitive, but for me it has worked
incredibly well this shift.
From a daily sales goal to doing this instead has helped me optimize
my performance, get even better, and make more sales, and I hope
it's able to do the same for you.
Now, you may agree or disagree.
But I invite you to join me all the way till the end so you can
make that decision for yourself.
And then share your feelings and reactions in the comments section below.
Now, before we get to it, a quick welcome or welcome back, Adam
Besman here, the roof strategist.
And as I shared before, everything that I do here is designed to help you and
your team smash your income goal and give every customer an amazing experience.
And we talk about smashing goals, and then I share with you to not set a goal.
But they said set a sales goal.
How does this all make sense?
Well, I'm gonna dive into all that and more right before we get to today's video.
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Alright, let's get to it.
So why did I say that we shouldn't have a sales goal each and every day?
And I'll share with you why has this happened to you?
Have you ever written a sales goal?
I will make two sales today and you end up with zero.
It's happened to me.
And then the next day I have the same goal.
Today I will get two sales or whatever the.
And then sometimes I fall short.
Sometimes I might exceed it, but there's oftentimes that if we don't hit that
goal, we just set it for the next one.
And then what's that same goal?
I will get two Goal two sales today, and I started seeing this within our own team.
See, we run our company on an internal chat, and I was inspired by Cody Lands of
fellow mentor in the Pitch Pro movement.
Who runs what he calls a wig, a wildly important goal for the day.
And it's in fact exactly what we do now.
And I learned it from him.
He was kind enough to get me added to his team chat to learn it.
And now it is a, a fundamental core of how everyone on our team starts the
day by typing in that group chat, their wildly important goal for the day.
And I kept seeing the, the, the, the goal.
I will get X number of sales per day.
Some days we blew it outta the water and some.
We didn't.
And I kept wondering, well, how is this gonna help our team grow?
How can we continually improve our performance if we're
not hitting a sales goal?
And I began diving deeper and deeper into stoic philosophy, understanding
that we can't control outcomes yet here we are, and I've been guilty of the
setting goals that are outcome-based.
So I wanna repeat that.
Setting goals that are outcome-based.
An outcome, can you control an.
. No.
Can you control whether or not someone buys from you?
No.
All you can control is how you run the sale, how you educate the customer.
How you present your photos to get them to tell you that their roof's all messed up.
So they buy into their problem, they own their problem, and
they're more likely to take action.
What you can control is how you overcome those objections.
What you can control is how you ask for the business.
So what you're starting likely to start seeing now is that whether or
not someone buys from you is 100% out of your control and my control.
And I know you might challenge that a little bit, but, but.
Think about it, you and I can't force someone to buy anything.
It's just not how the world works.
So therefore, in outcome based goal, like I've made one or maybe
two sales, today is my goal.
We absolutely can't control.
So what ends up happening is we set that target and then it becomes a wish.
We're like, I wish to get too two sales, and then we don't get it.
So then, well, tomorrow I wish to get two.
. So this my friend, is why I say that setting a sales goal each and every day
is not as helpful as I think it could be.
And instead, I pose this to you, what can you control?
I want you to ask yourself this question when it comes to selling
in the home or selling when I'm out knocking doors, or if I'm canvassing a.
What can I actually control?
You can control your energy, your enthusiasm, your body language.
You can control what you say, how you pitch, how you communicate,
how you overcome objections.
So what if instead of writing a goal that was about an outcome, like making a sale,
which you have absolutely no control over, instead you set a goal that you.
100% control over, and not only would you get 100% control of that goal, the
outcome of those activities or that clear focus or that clear practice
would likely lead to more sales.
Would you agree that that might be an even more effective way to write a daily goal?
. Yeah, I think so too.
And it's a big shift that I've had recently and I wanna share with
you how, how Matt and I and our team have, have navigated this.
Matt was writing those sales goals in our, in our group chat on our wigs, and I
said, Matt, I really see this opportunity to help you increase your close rate.
Because what we can do is find ways to do that because I've found myself personally,
let me know if you agree with this.
If we just work really hard on getting better, we don't
really have a clear focus.
We're just working hard aimlessly in hopes that we'll improve.
But instead, if we got laser focused about how we could improve
our sales performance, then we have a clear plan of attack each
and every day to make more sales.
Let me give you an example.
When I was listening to some of Matt's calls, I kept finding that at the end of
an appointment if there was objections or questions, I felt like we could discover
a bit more about what that person wants to learn or understand or where they
are in that decision making process.
And I absolutely do not want people to feel high pressure, but it is
important for me to be persistent.
It's important for us as an organization to understand
your needs to better serve you.
And sometimes when people give you an objection, it's simply cuz they
have questions that they didn't even know they had, and that's
why they don't wanna move forward.
So instead I said, Matt, how about.
What I want to do is to do an after action report, meaning you're gonna
write down what you did really well.
We always start there with the.
Then I want you to write what you could do better next time.
So as we learn to self-reflect, to look back upon ourselves,
say, Hey, you know what?
In that appointment, I really didn't spend much time at the beginning
asking the right questions.
Like, oh, okay, so that one thing that we can do better now gets turned into a plan.
So that one thing, Hey, I can do better at this.
Turns into a plan of every single sales appointment I.
I am now gonna spend more time in the beginning in what we call
discovery, asking those questions like, where are you at in the process?
What's the problem with your roof?
Why did you call our company?
How many estimates have you received?
And when I now have that daily goal to practice, On every appointment, I'm gonna
spend at least x number of minutes or ask X number of questions on the discovery.
Now, instead of focusing on I wanna make a sale, we now know this is the best
and strongest thing for me to focus on.
And that's the one thing that I can indeed control.
And if I do a really good job at this, the outcome which I cannot control
will often be driving more sales.
So there you.
I changed my mind on this from having a daily sales goal that was outcome based to
having this revelation, this discovery of I absolutely cannot control the outcome.
So instead of having that daily goal built around a number of sales, I want
my daily goal to be built around the one thing that I can control that by
doing so, will result in more sales.
When we rinse and repeat this process of a weekly after action
report, listing out what you did.
Then listing out what you could do better, identifying what we call the low hanging
fruit, the easiest thing that you can improve upon to start making more sales.
Example, asking more questions in the beginning, or maybe for you, it's
leaning into objections at the end.
Maybe you can try a challenge of.
Like I shared in my previous video earlier this month, the three X
rule, to overcome those objections by asking questions three times.
So once you find what you can do better, we turn it into a
plan that becomes the goal.
So you can stay laser focused, develop self-awareness, and continually fine
tune your sales skills while at the end of the day making more sales.
So now that you've seen this video all the way to the end, I'd love to
hear from you in the common section.
Agree or disagree?
Are daily sales goals good and helpful, or is it better to have a goal about
something that you can actually control?
I'd love to hear from you.
As always, life sales business is an ever evolving landscape of continual learning,
and I love to challenge my own viewpoints.
Now, as you type up your comment in the comment section below, I
just want to air out one thing.
This doesn't mean that I'm not a big.
Of having a sales target.
Those targets are how we build the plan backwards.
But I do really want to encourage you, skip the daily sales goal.
Focus on the plan.
This my friend, is how you coach yourself to become your own mentor, to
optimize your sales performance, and then make even more sales along the way.
All right, listen, that's all I got for you for this video, but just cuz
our time here is about to wrap up.
Doesn't mean you're in my time, has to.
So I got a few options for you.
Okay.
Option number.
If you're someone who might be looking for sales training for yourself or for
a team, uh, I've had an opportunity to help thousands of folks overcome
the same sales challenges that you're likely facing right now.
And that's available in our training center, which you can access using
the links in the description below.
Or you can text the word demo to 3 0 3 2 2 2.
71 33.
And in our program, what I've done is start every single sales rep
off with a daily sales plan that's built around their income goal.
So I go a step deeper.
If you wanna make x number of sa of of sales that results in a certain
income goal, we can reverse engineer a plan, not just to how many sales,
but to what sales activities will generate those appointments, how many
of those appointments we need to get those sales to help you stay focused
and to hold your team accountable.
To following that plan all the way to the end, and this little
exercise that I shared in today's.
About having not a sales goal, but a goal that you can control
regarding your sales activities.
They work together really well, and I've watched them help folks in,
including a woman named Michelle, who I just ran into in Tampa.
Hey Michelle.
Uh, hearing her story about personal struggles and finding
this industry at at the right time.
Coming from a place not well off financially in, in a scary situation,
both interpersonally and financially, to discovering this world of roofing
sales, applying herself using this stuff that I teach, and very quickly
making her first six figures in her very first year, changing her
life and changing her kids' lives.
And that's the, those are the stories that excite me the most.
So if you're interested, text the word demo to 3 0 3.
2 2 2.
71 33 will pop over link to share more.
And if you want to hang with me here on YouTube, YouTube thinks
you're gonna love this video.
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We'll see you on the next one.