Goal Setting for Sales Professionals

2009-06-29T13:28:00.000-07:00

One of the first things I learned when I started selling professionally, was the value or Necessity of setting goals.

Everyone has a different idea of goals setting, so I am going to share with you what I mean by goal setting and why this is the only method I have ever taught my sales teams.

Before you start to put some effort into goal setting, do yourself a favor and commit to writing down your goals. In my experience, goals are about 90% more likely to come to fruition for you if you write them down and put them somewhere that you can see them everyday! Don't overlook this very important step!

Getting started with goal setting, it is important to make the distinction between short term goals and long term goals.

Short term goals should be no longer in duration than one year. Preferably, you would have a series of short term goals for 90 days, 6 months and one year. These short term goals should all be consistent with your long term goal(s) and actually work as stepping stones to the long term goals that you set for yourself.

Long term goals are 1-3 year goals. I don't like to recommend any longer than 3 years because human nature will lead you to procrastinate right? Most people can visualize 3 years out, but any longer than that and the picture starts to get pretty fuzzy. Don't give yourself room to wiggle here and make your goals so far out that you delay starting them today!

With that in mind, let's get started.

When you begin to formulate your personal goals, I find it helpful to categorize them into some major groups. You can choose to set goals in one or all of the major groups, but my recommendation would be to touch all bases so you maintain balance in your life. You can of course do your own sorting, but here are some good examples to start with:

1. Income Goals
2. Career Goals
3. Relationship / Family Goals
4. Spiritual / Religious Goals
5. Physical Appearance
6. Home / Housing Goals
7. Possessions (fun stuff) Goals

Once you choose your main category, it is helpful to start by determining what your long term goals are for this area and then begin working backwards toward your short term goals.

In my next post, I will take the first category; Income Goals, and I will break this down into small goals to show you an example. By the end of my example, you will see yearly, quaterly, monthly, weekly and even daily goals that all lead to my ultimate long term income goal for the year.

I am a huge proponent of goal setting so check back often and I will expand on this very important aspect of being a true Sales Professional!

Until then, here is a comment from one of the worlds most famous goal setters - Brian Tracy;

Dear Friend,

Do you have everything you want in life?

If you're like most people the answer is a resounding NO. Sure, you've worked hard and achieved some of your goals...but ask yourself, is there more? Could you do better?

If you are still falling short of reaching your dreams, I can help.

Most successful people have a common trait. They are notorious goal setters. They realize that a dream without a goal is only commentary. And hope is not a business plan.

Are these folks smarter than you? Do they come from wealthy families? Not at all. In fact, you might be surprised to learn that most successful people started with nothing, nada, zilch.

Many were in a worse position than you might ever be in. And yet they had a dream. They set goals. Goals they knew were achievable simply because others had done it before.

Setting goals can be a real challenge; especially if you've tried and failed before. But don't worry; it's not your fault. It's just that people make goal setting seem difficult or even impossible.

I've got news for you. Nothing could be further from the truth. Sure, you'll face the odd challenge, we all do. Remember, most challenges are really just opportunities to bring you closer to your goals.

What successful people know that you don't is how to make their goals work for them. In my Ultimate Goals Program, I take you by the hand to show you simple, proven strategies designed to help you achieve all of your goals. Your dreams really can come true once you know how.

Click here for instant access.

Now Go Sell Something And Make Some Money!!

Sales Hangout - Goal Setting

Goal Setting for Sales Professionals