First off, articulate a vision to support your goals. This starts with analyzing what happened and what didn’t happen last year to get you to goal achievement. One aspect could be to consider how many significant conversations you had that led to closed sales versus discussions that went nowhere. This will help to realize with whom you should be spending your sales time.For many in sales, setting goals is about as useful as one breath exhaled in the midst of a hurricane. Not much point to it. Disappears in a flash. Like a cake of made of nothing iced with excuses. So how can we lay out a goal-achieving process that gets us to our goals?
Another way, for sure, is to flesh out goals out with sub goals. You know, the behaviors we arm ourselves with to get us to factual, goal completion. Simply telling ourselves we’ll close so many sales for so much revenue simply isn’t enough. We need to specify and commit to the specific behaviors we’ll do to arrive at goal completion.
Another way is to explicitly lay out the metrics we’ll use to make ourselves accountable. We need to write down these measurements and compare our progress from week to week, month to month, and quarter to quarter. And we need to keep squarely in mind the consequences of hitting these measurements or not reaching them.
We need keen insight into what motivates us—pleasure or pain. And to admit how we’ll feel gaining the one and avoiding the other. If the thought of reaching your goals fills you with delight, recall and rely on that to motivate you. Or if the thought of coming in below your goals fills you with fear, that let that serve as your motivation driver.
Just as important, examine truthfully the excuses you make for not closing sales. You know, the rationales you come up with to justify losing sales. Doing this will keep making it easy for you to lose more instead of winning more.
All of which takes unfailing discipline, putting in the time and effort to self-correct your sales course. As we’ve seen before, discipline keeps us on track and brings us the freedom to achieve the sales goals we set forth for ourselves.
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