Sometimes to succeed we have to reinvent ourselves. To become a 'sales superstar' you have to adapt, work hard, persevere and have the ability to recognise your full potential. Finding a way to define your future success will help you set goals, navigate unplanned detours, and achieve unprecedented results.
Create a Goal. Chart a Course. Achieve the Goal.
Identifying where you are right now is the first step. You can’t begin moving in the right direction until you can define your present role. Knowing what you can offer and understanding your talents is essential to your success. Without that knowledge you can’t define the methods for reaching your goals.
Once you’ve identified your current position you’ll need to identify your end goal. You’ll have to employ backward thinking for this one. Chart your course to success by beginning at the end. Picture what your end goal will look like and what you want to have achieved. Then work backwards, plotting out each action you’ll need to take in order to reach that end goal. Your vision for the future will essentially determine what your future holds.
To give yourself the best chance to succeed do one simple thing: write your goals down. It doesn’t matter if you use pen and paper or type it up in a Word document. Just record your goals. The chances of you reaching that goal increase exponentially once you write it down. Dreams don’t often come true, but goals in writing do.
Write your goals down. It’s efficient, simple and effective.
Defining Your Goals
It’s easy to create goals, especially those with short life expectancies. Every New Year’s we see goals flying by left and right. The vast majority of these goals are abandoned within the first few weeks of setting resolutions. Most people have no problem setting goals. It’s defining those goals for the optimal chance of success that’s the hard part. That’s where most people falter. If you can’t define your goals you can’t achieve your goals.
Three Simple Guidelines
Here’s how to extend the life expectancy of your goals while avoiding the pitfalls most people fall victim to:
- Set goals that are non-negotiable
- Set goals that are difficult
- Set goals that are important to you
Setting a non-negotiable goal negates the ability to waiver on your decision. This is especially true in sales, where everything is based on establishing and maintaining relationships. If your clients see you setting goals that you never achieve, you’ll lose credibility.
Setting difficult goals will help you remain focused on the task at hand while lessening your chances of procrastinating. Here’s two goals: (1) Exercise three times a week, and (2) Keep you family safe. Which one is more difficult? Keeping your family safe, right? Sure, finding the time and energy to exercise can be difficult, but the scope of the second goal is much more involved, stressful and even intimidating.
Setting goals that are important to you provide motivation to help complete the goal. Meeting with three clients next week to nurture relationships is great, but so is adding three new clients next month. Which one is more important? If you’ve done a good job building a relationship with your current clients, it’s going to be more important for you to gain new clients that will contribute to your productivity and increased profits.
Don’t be Easy on Yourself
Goals that are nonnegotiable, difficult and important to you are the ones that will drain you of your energy and increase your frustration levels. But guess what? They’re worth it. These are the goals that will excite you. If you’re serious about meeting your goals, then setting nonnegotiable, difficult and important goals will feel like a natural progression towards your success.
More than just Business
Too many businesses think of goals in terms of only business. Broaden your thinking to include quality of life and personal goals. Dennis Waitley once said, “Most people spend more time planning Christmas and holidays than they do planning their life”. Make your goals multi-dimensional. Don’t limit yourself.
Hold Yourself Accountable
Here’s where you can take your turn in the hot seat. Share your goals with people you respect and care about and establish a system to review your performance. Ask for their feedback. Schedule a review at least once every quarter where you can assess your progress and make adjustments accordingly.
Good sales professionals prioritise everything, including clients. Clients are actually one of the most important things you can prioritise. Every sales person should have a list of their top 30 prospects. Prioritise them according to your sales prospecting activity over the last 90 days, top hurdles associated with winning over the prospect, solutions to leap those hurdles and finally, a targeted timeline for winning over the prospect.
Set Some Goals
Focus preceded success. Once your goals are in writing and you’ve got a system in place to acquire results, make sure each of your goals are (1) non-negotiable, (2) difficult and (3) important to you. You’ll find yourself much more focused and motivated once you’ve defined your goals.
By Jack Daly, professional sales coach, speaker and expert in corporate culture, inspiring audiences to take action in customer loyalty and personal motivation. Jack’s biography is a testament as to how he delivers explosive sales keynotes, sales workshops and corporate culture workshops. Jack brings 30+ years of field-proven experience from a starting base with CPA firm Arthur Andersen to the CEO level of several national companies. Jack is a proven CEO/Entrepreneur, having built six companies into national firms, two of which he subsequently sold to the Wall Street firms of Solomon Brothers and First Boston.