Want Sales Success? Set Goals! (Part 2)

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Sandler Training: Want Sales Success?  SET GOALS!  (Part 2)

In last month’s column, the first five steps of the Sandler Training (karlschaphorst.sandler.com) goal setting process were spelled out.  In this column we will finish the list, but first let’s remind you why we are talking about goals anyway.  Truth is almost all salespeople do not set meaningful goals that drive behavior leading to greater performance and accomplishment. But of all professions out there, it is the sales professional who needs what goal-setting brings.  Most will have top-of-mind goals that are vague, intangible and do not qualify as meaningful.  If we are to leverage goal-setting such that we perform at higher levels, then we must be deliberate in our effort to set goals and set aside the time required to do it properly.  Since we are coming to the end of the year, now is the perfect time to get started on preparing for next year.  Here are the last five steps in the Sandler Goal Setting ten step process.

STEP #6:  In Step #5, you have developed a master list of goals that represents the seven life categories.  Find a picture in a magazine or on Google Images that represents each and every goal that is on the master list.  Take all of these pictures and glue them onto a sheet of paper, creating a collage of pictures.  This collage becomes your visual representation of what you want to accomplish in the upcoming year and is a powerful reminder of why you show up to work every day.  Make sure you put your collage in a place where you will see it often.

STEP #7:  Now comes the hard part.  Each goal that you have identified represents a mile post toward dream fulfillment.  The goal or picture by itself is not enough to motivate us to consistently perform the daily behaviors required to accomplish the goal.  Therefore, each goal on the master list must be broken down in to a set of tasks that when complete will result in goal achievement.  For example, if one of your goals is to finish a marathon, the tasks to be done are: select a race to run in, develop an exercise plan, buy the necessary equipment, develop a diet plan that supports the exercise, find a running partner, choose a running path (or gym) for training runs, time out your exercise on the calendar in coordination with the race date, and then GO!  Repeat this exercise for every goal on the master list.

STEP #8:  Now that you have broken all of your goals into sets of behaviors, move the behaviors to your calendar.  Give each task a date and time when you will work on completing it.  It’s like you are making appointments with yourself throughout the year to do what you must do in order to accomplish the goals you have set for yourself.

STEP #9:  A year is a long time to stay motivated about anything.  In order to not become victim of resignation, select someone close to you who you can share your goals with and who will agree to frequently encourage you to stay on the journey.  Give that person permission to hold you accountable, to not let you give up, to finish the race you set for yourself.  I would not recommend a boss or significant other for this role.

STEP #10:  Schedule appointments with yourself monthly at minimum to review your goal list and assess your progress.  This step is extremely important if you are to have success.  It is okay to remove a goal if disinterest sets in.  It’s okay to add a new goal.  The key is to know where you are at so you can make adjustments to behavior as you go.

Setting goals is not that hard.  Setting meaningful goals that guide your behavior toward your dreams all year long is much more difficult.  In fact, only about 10% of you reading this will go and set meaningful goals and those of you who do will be ten times more likely to achieve them.  Get started setting your goals and have the best year ever!


by Karl Schaphorst, President

Sandler Training is a global training organization with over three decades of experience and proven results. Sandler provides sales and management training and consulting services for small- to medium-sized businesses (SMBs) as well as corporate training for Fortune 1000 companies. 

For more information on Sandler Training, please contact Karl Schaphorst at (402) 403-4334 or by email at kschaphorst@sandler.com.  You can also follow his blog at karlschaphorst.sandler.com