More On Sales Goals By Jim Meisenheimer
The Perennial Secret To Sales Success
The absolute single most important determinant to selling success is your ability to establish written goals for your life and your business. Before you shrug this off too easily, consider this.
During the last 17 years I have worked with 62,835 salespeople. Whenever I’m talking about the importance of goals, which is almost always, I ask two questions. The first one is – how many of you have goals? The second is, if you have goals, are they in writing?
The response to the first question is a universal all hands up. Everyone has goals or so they imagine. When asked the second question, only about three percent raise their hands. Isn’t that amazing?
Stop. Stop. Stop. Stop. Stop. Stop. Stop thinking that you can have goals, be goal oriented, and be very focused, without having very, very, very, very, specific goals – committing those specific goals to writing and putting time frames to them. I believe if it’s not in writing, it’s not goal. A well-written goal must satisfy a minimum of three criteria:
1. It must be in writing. That means on paper.
2. It must be very specific and measurable. It must include numbers.
3. It must have a completion date. A day, a month, and a year.
To help anchor the importance of goal setting keep this an acronym (GOALS) in mind.
G – get going. It’s very simple; goals get you going in the right direction. The first two letters in the word goals (GO) say it all. If you’re alive and breathing oxygen, you’re going somewhere. A well-written goal will be your personal compass, always keeping you going in the right direction.
O – objectives. Clearly defined goals provide the objectives and targets that you’re seeking to achieve. In today’s busy environment, people with focus get more done. One of the benefits of goal setting is that it clears you mind while it clears the way. Salespeople who are focused make more MONEY.
A – action steps. When you set a goal you have literally defined “The what” you want to achieve. Once you know “The what,” you automatically and instinctively begin to focus on “The how.” People who have goals don’t procrastinate. They know exactly what they want and determine what steps they must take to achieve them. When they get up on Monday morning, they know what to do.
L – liberate. Clearly defined goals and action steps will liberate and set you free from daily distractions and interruptions. Nothing is more empowering than a clearly defined goal. Goals also have a unique way of opening closed doors.
S – shine. The setting and achieving of goals make you shine. They provide a twinkle, glimmer, and sparkle to everything you do. In the business arena, what makes you feel better than setting a goal and ultimately achieving it? People with goals don’t have time to feel sorry for them-selves, they’re much too busy raising the bar and achieving their goals.
There are so many opportunities and so little time. If you want to be an achiever, be a goal setter and a goal achiever. In life there are two kinds of people thinkers and doers. Goals help the doer’s get things done, while the thinkers are still thinking about it.
This is so disgustingly easy it boggles my mind when I think about the reasons why so few people are committed to establishing and achieving personal and professional goals.
Let’s go sell something . . .
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get imediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com.