If you have attended one of our sales training workshops or been a coaching client or even read this newsletter for a while you probably know that at Teneo we’re big believers in setting goals.
As we wrap up 2014 and head into another selling year, I’d like to offer a couple of reminders and suggestions that will help you achieve and exceed next year’s sales targets.
1. Set SMART goals.
Specific: Make sure your goal is very clear and specific. For example, “I will acquire 10 new accounts worth at least $50,000 in annual revenue by December 15th.”
Motivational: All of your goals (personal and business) need to motivate and inspire you. Otherwise, you will not feel compelled to take consistent action.
Ambitious or audacious: Goals should push you out of your comfort zone and encourage you to achieve higher levels of success. Don’t wimp out and set a target that you know you can achieve…challenge yourself to reach higher and set bigger, more difficult goals.
Relevant: Avoid comparing what you want to accomplish with other people’s goals and focus on what is relevant to your individual situation.
Time bound: I think it was Brian Tracy who said, “A goal without a deadline is just a dream.” Setting a target date activates your subconscious to begin taking action and attracting the necessary people, situations, and circumstances you need to achieve your goals.
2. Write them down.
Recording your goals on paper has a way of activating them and making them come to life.
I once attended a workshop and participants were asked to write down several goals. A few years later I rediscovered that binder and when I opened the binder and reviewed the goals I had written I discovered that I had achieved five of the seven goals I had recorded.
3. Review them
Post your goals where you can see them every single day. A white board in your office can work. A sheet of paper posted on your cubicle wall is good. Even placing them in your day planner is effective (assuming you still use a paper time management system).
4. Share them
Sharing your goals with like-minded goal oriented people is a highly effective strategy that will help you achieve your targets. Like-minded individuals will offer encouragement, support, guidance and feedback that will help keep you focused and on track.
One word of caution…avoid sharing bold and ambitious goals with people who are not goal-oriented. They will tell you that cannot achieve your goal. They will point out the challenges, problems and tell you that it’s not worth the effort. In a nutshell, they will do anything they can to detract you from those goals.
5. Track your progress
It is critical to track your progress so that you know exactly where you are and where you need to be.
We review our sales goals every Monday morning to ensure that everyone on the team knows if we are ahead or behind our target. We also review non-sales goals to ensure each person is following through on other commitments.
6. Reward success
Human beings love recognition and rewarding yourself for achieving your goals can be great motivation. The key is to determine ahead of time, the prize you will award yourself.
This is similar to contests that many organizations offer to their sales teams. Reach this target win a cruise. Sell X number of this product and get an iPad. Acquire a certain number of new accounts and receive this prize.
The key is to establish a reward that will inspire and motivate you to take consistent action to achieve your goals.
Implement these six strategies before January and you will be on your way to making 2015 your best year ever!
Download an 8 1/2 x 11 poster that will help you create SMART goals.
If you didn’t download our goal setting chart last week, you can get it here.