Tuesday, June 21, 2005
The Goal Is The Goal
The goal is too have goals!
Goals provide direction and give you the energy to achieve what it is you want to achieve - the goal.
Goals literally get you going. When done right the goals you establish will light a fire under your you-know-what.
You can't be a true success without at least thinking about goals.Why stop there? I estimate 87% of all salespeople actually do stop there. It's not enough to think about goals. Thinking doesn't create purpose. Thinking alone doesn't fuel the passion needed to accomplish your goals.
Thinking about goals is commonplace and ordinary.
Doing is extraordinary.
Doing the right things right, beats the crap out of ordinary thinking- everyday of the week.
Do you have goals? Are you certain? If not why not? Please don't give me another "Alibi Ike" excuse - as a sales trainer I've heard them all.
Are all of your professional and personal goals in writing?
If not, why not? Dig deep for a genuine reason.
Nothing written, nothing committed to paper, nothing at all concrete . . . and you expect to be successful. Please get a life.
Are all of your goals specific, which means do they include numbers? For example - my goal is to increase sales by 27.5%.
Do your written goals have specific completion dates - for example, my goal is to increase sales 27.5% by November 30, 2005?
If your goals aren't in writing, not specific enough, and don't have completion dates - you're in denial and you don't measure up as a legitimate goal setter.
No athlete likes to admit he/she is out of shape. Likewise, no professional salesperson wants to admit he/she doesn't have goals.
Well, you either do or you don't. Now that you have defined criteria - you be the judge, it's not for me to do.
Well constructed goals will propel and catapult you to a much higher level of success. Poorly constructed goals simply give you the opportunity to complain and explain and point fingers at all the people who got in your way, at your next "Pity Me Party."
When you establish magnetic goals you're ready to ask this very dynamic question:
What do I have to do to achieve this goal? This becomes a necessary"How To Step."
What do I have to do to achieve this goal? This becomes another necessary "How To Step."
What do I have to do to achieve this goal? This becomes still another necessary "How To Step."
What do I have to do to achieve this goal? This becomes even another necessary "How To Step."
Keeping listing your "How To Steps" until you're thoroughly satisfied that if you completed all your "How To Steps" you'd have a 90% probability of achieving your goal. This system really works.
Here's the simple version of the formula:
Goals + a list of "How To Steps" = Success or (Goal achievement)
Why not apply this system to your prospecting efforts. You can't develop new business without setting a prospecting goal. If you have a goal for new business this year, do you have a goal for how you're going to get that new business? I'm talking about a prospecting goal?
Prospecting is the activity that can most quickly help you to build your pipeline and bring in new business, but it's also the most distasteful activity for most salespeople.
It's human nature to dislike rejection. However, I find that most sales reps actually CREATE rejection because of some dumb things theysay at the beginning of phone calls. Further, because of a lack ofconfidence in what they say on the phone, they avoid calling. It doesn't need to be that way.
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Well constructed goals force you to act on your "How To Steps." These"How To Steps" keep you focused on achieving your goals - one step at a time. When you use this system, achieving your goals (Professionaland personal) is a No-Brainer.
FYI - I'm busy at work developing the Ultimate No-Brainer Goal SettingSystem - a 12 month program designed to help you establish and achieveyour (Professional and personal) goals. Rest assured, when it'sfinished, I'll tell you more about it.
Make everyday a MASTERPIECE . . .
Jim Meisenheimer
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