Sales superstars set specific goals for themselves. They don’t work without knowing where they are headed. Their goals are specific, realistic, and have a timetable attached. There is substance to what they are working toward. They not only have a goal to make a certain dollar amount, they know exactly what the dollars will be used for. They break the money down into specific things they want. This keeps them motivated. No guessing! Sales superstars have a clear map of how to get where they want to go.
Setting goals is a challenge. Many salespeople have a general idea of what they want but no method of getting there. Sales superstars derive daily activities from taking a long-term goal and working backward. In this way, they have a clear idea of what to do on a day-to-day basis to reach their goals. It might be a certain number of daily prospecting activities. It might be a number of referral calls. Whatever the activities look like, they are premeditated to result in the salesperson’s desired outcome. This ensures that goals are not something vaguely desired but are attached to committed concrete activities.
Set and define goals. Write them down and have them nearby for frequent review. Be held accountable. Goals that aren’t written down will evolve to fit changing situations. We let ourselves off the hook at every downturn. Don’t compromise on goals. Aggressively attack them. If there is a downturn then we have to work harder to make up for it, not immediately change our goals believing that they are unrealistic. Break the goals down long-term into short term. Know where you want to be in 10 years, 5 years, 1 year, 6 months, 3 months, next month. Then break those down into daily activities to achieve your small goals. Large goals are accomplished from a series of short goals being accomplished. Be specific. Don’t have a goal to save money. Have a goal to save $500 a month for a down payment on a new 4-bedroom home. Have a plan. If you’re not part of your own plan, you’ll be part of someone else’s. Be a sales superstar. Set Goals.
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