90% of people, in direct sales, set goals but never reach them! Why?
We have seen from surveys, experience, and observations that many sales people set goals for themselves and/or business but never reach them. We want to reach the goal but often seem to fall short.
· Is it a lack of motivation that is keeping us from achieving the goal?
· Maybe are goals are not congruent with our values and beliefs.
· Are the goals too easy or unrealistic?
· Are the goals our own?
· Do we have a written plan on how to achieve the goal?
We need to have clear answers to each of these questions. If we do not, we'll probably have difficulties achieving the goals.
· If it is lack of motivation, consider evaluating the goal and its results if achieved. Many times we find that the lack of motivation if due to not understanding why the goals are important. Or we find out that it is not important.
· If the goals are not congruent with our values and beliefs, we will struggle working towards the goals completion.
· If the goals are too easy or unrealistic, there is no desire to attempt it at all. We must find the fine line of setting our goals realistically high. If our goals stretch us enough that after achieving them we are exhilarated, than we have set our goals realistically high. If our goals are too easy we may find ourselves not working towards their achievement because we see little value.
· If the goals are not our own we may not see the reason behind the goals in the first place. Evaluate each goal and determine "WIIFM" - What's in it for me. We may find that the goals can be achieved by understanding how we benefit from accomplishing them.
· If we do not have a written plan for our goals, we will not be prepared for every obstacle that can stand in the way. In this fast-paced world, people are always vying for our time, which can derail achievement of our goals. By creating a written plan for each of our goals, we will have a clear path on who, what, where, when, why, and how we are going to accomplish the goal. People will quickly understand that we are on the path to success.
Goal setting is one of the most powerful sales tools known. It can help us achieve more in less time! It is one of the common denominators of all high achievers.
Crystallizing our goals is the first step to Success in Sales!
The key to success in sales is excellence! The key to excellence is planning! The key to planning is commitment! The key to commitment is having a clear picture of your future!
"The world makes way for the man/woman who knows where he/she is going."
─ Ralph Waldo Emerson
Source: Gary Sorrell, president of Sorrell Associates, LLC. All rights reserved worldwide. Copyright protected.
