Running a service-based business takes more than skill and hard work—it requires a focused game plan. For leaders in the trades, setting clear goals and keeping the team focused is essential to building a successful, profitable business. In this post, we’ll break down a winning framework to help you establish the right goals, track your progress, and celebrate wins, driving your business forward with purpose.
- Set SMART Goals That Drive Results
To achieve success, every goal you set should be SMART—Specific, Measurable, Attainable, Relevant, and Time-bound. SMART goals give you and your team a clear target to aim for, ensuring everyone is aligned and focused on measurable success.
- Specific: Identify exactly what you want to achieve. For example, if you aim to increase average ticket size, specify the exact dollar amount or percentage increase.
- Measurable: Track your progress consistently, whether weekly, monthly, or quarterly.
- Attainable: Set realistic but challenging goals based on past performance data.
- Relevant: Choose goals that directly impact revenue and profit.
- Time-bound: Define a deadline to keep the team motivated and accountable.
2. Focus on Three Key Economic Objectives
Identify three economic goals that will make the biggest impact. Ask yourself, “What are the three objectives that will save us time, increase revenue, or reduce costs?” For example:
- Increase Average Ticket Size: Aim to raise your average revenue per service call by implementing add-ons or upselling.
- Boost New Customer Acquisition: Set a specific target for new clients, such as through a referral program or targeted marketing.
- Reduce Job Cycle Times: Streamline processes to increase efficiency and take on more jobs.
Each of these objectives should benefit the company, your clients, and your team—a true “win-win-win.”
- Use the FOCUS Framework to Stay on Track
Setting goals is only the beginning; keeping the team aligned is the real challenge. Enter the FOCUS Framework—a step-by-step approach to maintain team engagement and ensure goals are met:
- Form Clear Goals: Make sure every team member knows the specific objectives and their role in achieving them.
- Organize and Track Progress: Use a visible tracking system to monitor achievements—think of it like a scoreboard in your office.
- Communicate Constantly: Keep the team updated on progress, roadblocks, and next steps.
- Utilize Rewards and Training: Motivate the team with rewards, recognition, and growth opportunities.
- Stay Focused and Adapt: Regularly review and adjust your strategies to keep moving forward.
4. Celebrate Every Win
Celebrating progress—big or small—keeps your team motivated. Whether it’s a high-five, a team lunch, or a shoutout in the morning meeting, acknowledging achievements makes the journey rewarding for everyone.
Set, Track, Celebrate
With clear goals, consistent tracking, and recognition, you can lead your business to victory. Remember, it’s not just about hitting targets—it’s about creating a culture of excellence that keeps your team engaged, productive, and ready for the next challenge.
Ready to set winning goals for your team? Download our Four Meetings Every Business Owner Needs Guide to improve communication, keep your team focused, and build a championship-level business.