Sales commission goal mapping starts with knowing where it is you want to end-up.
From the wisdom of Stephen Covey, “Begin with the end in mind.“
It is very likely that at one point or another you heard the comment that successful people set goals.
There is truth in that statement. But it does not mean less successful people don’t set goals.
What is often overlooked in sales commission goal mapping is having the right tool to manage your goals. Having the right tool is much more than a piece of paper or spreadsheet where one would simply list what needs to be done. It is more than a tick sheet, where you check a box each time you complete a step toward the goal.
Planning what needs to be done in anything should be something each of us does on a daily basis. Most people actually do that although more subconsciously than consciously.
For example, let’s say you are leaving your home for work. If you are driving, you have a route mapped out in your mind. If you are taking public transportation, you have a planned route that coincides with the time-table set by whatever public transportation you are taking.
This same analogy holds for mapping sales commission goals. The only difference is there is more detail you need to map out. The bigger the goal, the more you need to track progress and review.
To successfully do that, you need more than a proven process.
Julie, one of my automotive sales clients, called one day and asked for assistance in mapping a sales commission goal.
She knew what she wanted. She was specific.
Her goal, “Earn $78,000 in sold vehicle commission by the end of the year!“
Julie was starting her third year as a commission automobile sales consultant. So $78,000 in sales commission was not over the top.
With her permission, although I changed her name, she agreed to sharing with you how we mapped her sales commission goal.
In this tutorial, I will walk you through the steps Julie and I mapped for her journey.
Note, Julie subscribed to the same goal tracking system I use. I am going to recommend it to you as well.
Why? Because in all my years of goal planning and working with others, this goal management app is the most comprehensive application I’ve come across.
If you are not yet a Goals On Track subscriber, follow this link and register. There is a 60-day cancellation policy as outlined in the terms. If you decide to continue to use this savvy system beyond the 60-days, I will receive a referral fee.
The script for the sales commission goal mapping tutorial is below the video.
The video is about 6-minutes long. It will give you a top-level overview of how this goal mapping, tracking, and management application works. More importantly, you will see concise planning that, once completed, will provide ongoing clear direction toward your goals.
Let’s get started.
My automotive sales client named her goal
$78,000 Commission 2019
Her target is to achieve the commission in the current year.
Start date February 1, 2019. End date December 31, 2019.
Since one month of the calendar year had already passed, she will start her sales commission goal mapping as of the first of February. However, we will still account for her January earned commissions. You will see how in the next step.
Progress toward her sales commission goal will be updated manually. Because she is tracking dollar amounts that vary each month, the amounts have to be recorded as she receives her commission vouchers or deposits slips.
These three fields focus on your measurement standard. In this example, she is measuring progress toward achieving her sales commission goal of 78,000 dollars. Hence, the Measurement Label is dollars ($).
Creating any goal is more than pulling numbers or a desired end result out-of-the air. Successful goal achievers are just that, successful, because they not only identify what has to be done, but also why the goal is important.
In some respects, Step 5 is similar to a SWOT Analysis – Strengths, Weaknesses, Opportunities, Threats.
Here is how our automotive sales consultant outlined the foundation of her sales commission goal:
Achieving this goal will set enough money aside to buy my own place.
1. Maintain lifestyle.
2. Secure a mortgage to buy a condo.
• Floor traffic • Advertising • Product • Economy • Vacation / Training / Sickness
• Personal Sold List • Orphan Accounts • Service Customers • My Blog / Social Media • Networking • Community Event Participation
I will come back to this in the video
You can have any number of categories for mapping your goals and life. She categorized this goal as Financial.
That’s it. The skeleton of Julie’s sales commission goal to achieve $78,000 in one calendar year is complete.
To save the goal, click the icon titled Save this Goal.
When you return to the Goals On Track dashboard, notice that in addition to the outline of the sales commission goal a default picture appears. This picture can be replaced by adding a URL of what you want to represent your vision of this goal or by adding an image from your library.
For example, if you were looking at a specific condo, you could grab the link to an image of the building and add it (Step 6). Or, my recommended method, take a picture of the condo you are interested in or a similar one and upload it.
As an aside, I am often asked, “Is completing each of these steps necessary?”
Answer: It depends on if you are just playing at life or if you are serious about living the life you desire.
In this example, the automotive sales consultant is well on her way to achieving her sales commission goal.
Why? Because she has the big picture of why it is important to her.
Next, she will map out an ACTION PLAN. This is a combination of sub-goals and tasks.
Everything she needs is in this goal mapping app, even visualization.