Positive thinking, which we all know is vital to success in sales (or almost anything, for that matter!), begins with goal setting. If you don’t know where you want to go, how can you get there? Quantifying the sales goals we want to achieve is one part of this; personal goal setting is another.
This is not the same as quotas. Quotas imply “sell this much, or else.” Maybe it’s just the word “quota” that has a negative connotation. But here’s what one sales consultant we know did he broke down his sales goals for the year.
His goal is to write $1,000,000 for the year in order to accomplish that, he has to write
$85,000 per month
$20,000 per week
$4,000 per day
$500 per hour
$8.50 per minute
$.14 per second
Ok, so he has a sense of humor maybe $.14 a second is taking the concept a little too far! But it illustrates that at some point, you need a measure by which to gauge how well you are doing in accomplishing your sales goals. Further than that, he details what he expects to have to do in order to achieve his goal:
- Do 7-10 full presentations a day, with a goal of getting 5 customers a day into the viewing room.
- Prepare my phone calls, stay in touch with regular clients, revisit prospects
- Targeted mailings with follow-up phone calls
- Do my part to foster “teamwork” in my gallery
Beyond the satisfaction of achieving the sales goals, what kind of personal satisfaction would that bring? What floats your boat?
- being named salesperson of the month
- buy a new car in 6 months
- put a downpayment on the vacation home I’ve had my eye on by end of year
- get out of credit card debt
- etc, etc, etc.
You need to visualize it, verbalize it, write it down. Make your own personal list of what you would like to accomplish and the steps you intend to take to make it happen. I know, it sounds corny, but if it works for Olympic athletes it can work for you. (You know when they do personal profiles of athletes during the Olympics, and you see their rooms plastered with inspirational quotes, written goals, and timetables? You think they do that just for the camera?)
What if the goals are not reached? Chances are this will happen, but you don’t give up, you create new ones. It could be the same goal with new steps to get there, it could be a new goal based on a new set of criteria. The important thing is that in a specified time period, you have your eye on where you want to be, and a plan on how to get there.
Here’s a few choice quotes for you on the topic enjoy:
In absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia.
The reason most people never reach their goals is that they don't define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them.
Set priorities for your goals. A major part of successful living lies in the ability to put first things first. Indeed, the reason most major goals are not achieved is that we spend our time doing second things first.
Robert J. McKain