| The Power of Transformation: Big Promises |
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(This secret is especially useful at this time of year, when you should be working on next year's sales plan.)
You have to to be double-minded about promises. In one sense, you want to make promises you can keep, because you always want to do what you say you're going to do. But on the other hand, you want to push or stretch yourself to achieve more. Many times making a promise that exceeds expectations will empower you.
But you don't want to make a promise that's not based in reality, because it's likely you'll be disempowered if the goal you've set for yourself (your promise) is so far out of reach that you'd never be able to accomplish it.
Here's a process you can use to create a "stretch promise":
- Look at the past (last several months, years or whatever) and get a sense of the way things have been going.
- Write down a list of those events and trends that could impact your future goal that aren't accounted for in #1. (For example: upcoming legislation, an economic recession, new product releases, expanded/contracted sales territory, etc.)
- Make your best guess for a number that you're fairly confident that you can achieve.
- Pick a stretch goal that is 10, 20 or 30 percent higher! Note: it should be slightly scary!
- Now for the most important part. Promise yourself, your sales manager, director or boss that you're going to hit that number.
- Then use this stretch goal as your baseline for your year, quarter or whatever. Begin to plan out what it's going to take to exceed that stretch goal. (That way, you can deal with some breakdowns or failures along the way and still make your promise!)
- Finally, set up a system of accountability. (Who will hold you accountable and when will you have conversations that will keep you on track? By the way, the most important person to be accountable to is yourself.)
Next week: Commitment.
Send any questions, comments, stories, or sales problems to dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: You were to clean up at least one mess that you made. Did you do that? What was the result? Did you feel more joyful or alive? Most people get a whole new sense of themselves when they do something very courageous. Congratulations if you did this work. It's not easy.
THIS WEEK'S HOMEWORK: Do the work above and come up with a number that you and your supervisor can align on as your promise for next year (month, quarter or whatever). Work out a basic plan: where's this business coming from, and how will you get it?
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
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