How an MBO Model Can Give Your Sales Team Direction

有four leadership styles经理们用来指导他们的团队：有远见的，民主，变革和教练。

All of these styles focus on helping employees achieve their goals, but some emphasize pushing employees out of their comfort zone, while others focus on motivation through promotions and bonuses.

目标管理（MBO）是一种民主管理风格，它通过对整体公司成功的贡献来衡量员工的成功。bob全站app各种行业可以从这种策略中受益，并且在销售驱动的环境中很常见。

In this post, we’ll go over how an MBO model can help businesses reach their sales goals, and the steps sales managers can take to design a successful program for their employees.

Employees work with their managers to create a set of tasks they’re meant to complete within a specific time frame that will help the company achieve its overarching goals. Establishing employee objectives is intended to provide them with a holistic view of their responsibilities and how those responsibilities relate to company-wide objectives. This helps sales reps understand what is expected of them and why so they can be more productive.

您可以这样考虑：一家计算机软件公司希望在今年年底之前缩短其销售周期。bob电竞官方下载bob全站appMBO模型意味着管理人员与员工合作概述他们在日历年内需要实现的目标，以帮助公司达到所需的周期长度。bob全站app这可能意味着让团队成员专注于与客户进行更有效的效率，并分配应满足的季度销售长度基准。

Benefits of an MBO Model

彼得·德鲁克（Peter Drucker），在目标中介绍了管理的概念。The Practice of Management," stated that the overall benefit of using an MBO model is to empower employees through allowing them to see the value of their work in relation to company success. Ideally, employees involved in setting their own work-related goals feel empowered through this process and experience increased productivity and work morale.

An MBO model also improves transparency between employees and upper management, as higher-level business intentions must be made clear to all. It also enhances transparency between managers and their direct employees, as managers need to be upfront about expectations, and employees must be honest about what they think they can achieve.

Overall, MBO goal setting focuses on reward rather than punishment, as employees can designate their course of action and enact strategies they know they can achieve.

创建自己的MBO模型的五个步骤

Managers who lead through an MBO sales model can follow the step-by-step process that Drucker outlined in his book.

1. Define organizational goals with employees.

The first step to creating a successful MBO model is to define organizational goals with your team members.

确保员工了解公司想要实现的目标以及他们希望这些成就发生的时间范围。bob全站app

For example, maybe a business's goal is to increase sales revenue by 25% by the end of the calendar year. While that goal gives a specific time frame, upper management may have other actionable steps that they'll want to take to ensure that this happens. Maybe they want to increase revenue by 7% every quarter, or maybe they want to increase revenue by 5% for the first three quarters of the year, with a final sprint towards a 10% increase in quarter four. Employees should be aware of all of these details.

2. Create employee objectives.

在与整个团队定义公司目标之后，下一bob全站app步是与个人员工合作以确立自己的职责。

使用特定的，可衡量的，可实现的，相关的和时间限制的（SMART）目标结构可以帮助解决此过程。当您以这种方式建立目标时，员工对您对他们的期望有整体理解。

从第一步开始继续进行示例，如果公司的最终目标是将收入提高25％，则员工目标必须直接有助于这一收入增加。bob全站app这看起来像是员工承诺每季度完成10％的交易。

During this stage, you may also discuss bonuses and rewards given to employees when they meet their goals. Since these are also discussed and set in collaboration, employees may be motivated to be productive to receive these bonuses.

3. Continuously monitor progress.

MBO模式实践互动的一个支柱and discussion between managers and employees. This means that you continue to check in with employees throughout the timelines you've established together.

Continuously monitor their progress, and assist them along the way if factors are in the way of their success. If employees have fallen off course, reinforcements and reminders from you can help them get back on track. While you're outlining employee objectives, you can also set check-in timelines.

4. Evaluate and reward employees.

在监视员工绩效的同时，您会了解员工的效率水平。如果您将时间表设定为员工实现目标，则应将这些时期的结束视为评估绩效的机会。

在第二步中，应为实现目标的员工提供奖励和奖金。MBO模型不关注惩罚。因此，如果您的员工尚未达到目标，则可以为他们提供员工发展资源，以帮助他们在未来取得成功。bob体育苹果系统下载安装

5. Use technology in your favor.

即使您已经在监视员工的进度，这些检查可能并非每天都会发生。考虑使用技术在设备期间获得员工绩效感。

例如，HubSpot的销售量Hubcangenerate reports to trackteam-specific sales activities, like sales calls and deal information, based on dates or individuals.

The Sales Hub software is also a valuable tool for managers outside of check-in periods to see how employees are progressing toward their goals. For example, if you decide with one of your employees that they'll close 10 deals in a month, you can use the Closed amount metric to view the number of deals closed during that period.

下图是交易视图的一个示例，该示例显示了打开，丢失和赢的交易数量。

MBO emphasizes employee growth and development.

总体而言，MBO模式通过授权帮助公司实现目标。经理及其团队花时间了解业务目标，合作建立工作职​​能并创建可行的时间表。

实现目标的员工将获得奖励，并可以看到他们的成功如何影响公司的成功。bob全站app