This is just the first step in goal development. The heart of the process and the soul of coaching are next. That is the process of determining, with the person's help, if the goal is achievable given her past level of performance and given the territory you've defined for her. See you next month. With performance goals, not volume goals, as the primary language for evaluating success, each member of the staff understands what he or she should be working toward.
People love money, and they want to keep working towards that.
Goals are set each year based on the individual designer's income objectives and past performance in terms of close ratio, average sale and cancellation rate. I don't set goals for people. Goals are much more powerful when the designer or salesperson has input and commits to the target as a performance standard. We've even seen designers go out and buy new cars because they're tracking ahead and see that they can afford it. At his monthly meetings, the goals are the centerpiece of the discussion, and Bouchard will talk with the designer about areas of strength and weakness, which are usually expressed in the performance reports.