I am continuously amazed at the sales people that I meet and work with that do not have their goals committed to writing. And, I honestly don’t know why. It’s not like hard work or difficult to do. One simply has to take time to do it.
If you don’t have your goals IN WRITING, do yourself a favor: try it. Humor me, OK? Write down four or five short term goals—Yes, WRITE THEM DOWN and get in the habit of reading them daily.
I’ve heard every excuse as to why someone doesn’t “have time” to look at or read their goals each day—and I’m not buying it. Make time. It’s not brain surgery—don’t make it harder than it already is.
As you work through your goals, make sure they meet the S.M.A.R.T. criteria (you’ve seen it hundreds of times before). For each one, it should be:
This will make you think about each goal in detail and drill down to the core of what you are truly trying to attain. For example, you can write “I want to make a million dollars” and read it a hundred times a day and it’s not going to help. But, take that same goal and back into it—how many contacts to you have to make to generate the required number of sales at the required closing percentage to yield those results?
Get it? Drill down to the basics. THAT is where you’ll find success and where you will find the achievement of your goals. Keep asking yourself, “What have I got to do to do that?” and it will take you deeper and deeper toward the actual goal you need to focus on.
Finally, write and think of your goals in terms of “I will” instead of “I want”. It doesn’t matter what you “want”, it only matters what you “will” do.
Here is a tip to make it easy—almost effortless to read your goals every day. Write them down (you should’ve already done that) and place the paper inside a plastic sleeve or page protector. Then tape it to the UNDERSIDE of the visor in your car. Every time you get in or out of your car, flip that visor down and read them. EVERY TIME.
Think about it: If you’ve just come from a tough sales call is there a better time to read your goals? Yes, there is…when you’ve just closed a huge deal and are riding on Cloud 9! Read them!
Question: How has goal setting and reading them have helped you grow your sales?
Image courtesy of EffectiveTimeManagementStrategies.com