Setting goals. Wow. This is a touchy subject because what I constantly hear from people is, well, I want them to have goals, but I don't wanna babysit them. So what they're saying is you're going to say to somebody here, here's your goal, bring in $10,000 a month, $1,000,000 a year, $50,000 a week, whatever, whatever it is and go out. I don't care what you do as long as you get it done. That doesn't make any sense. Your job is to help guide them. Your job is also to manage what they're doing. I call it managing the gaps. So if their job. Is to sell $10,000 a month and each particular sale is worth 5000, right? So they need to be able to get 2 closes a month. How do you do that? So you back that up. Long story short, if they're supposed to make, if they're supposed to talk to let's say 10 people a month and have a conversation, that's what you have to do. You have to figure out are they getting to that 10 people? Are they the right people? Are they using the process of sales properly? And if all those things are correct, then they'll hit their numbers. And if they don't, then there's a couple of things happening. There's gaps between each one of those steps, or they just aren't making enough calls. There's a whole bunch of things to analyze, but everybody just takes a salesperson and goes, go, here's your goal and it's basically sink or swim. That's a very expensive, timely, frustrating and demotivating way for the rest of your people to go.
