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Sales Training on Goal-SettingWhy It's Critical to Set Goals
Imagine for
a moment that you were going to take a trip.
You live on the East Coast, and have always wanted
to take a road trip
to San Fransisco. How
would you go about
it? Would
you jump in the car and just start
driving? Or would
you map out your
travel plans, fill up on gas, pack snack and drinks, etc.? Would you start driving
and expect to arrive
in 24 hours or would you plan on a realistic time frame? I think we know the
obvious answers. If
you expected to reach If we put the
things we want from our lives on paper (our goals), put a plan in
writing (a road map), and pay
attention to how physically and mentally healthy we are (like a
vehicle that drives us to our destination), then we are well-equipped
to reach our destination and achieve our goals."
- Michael O'Grady
How to Begin Setting Goals Far too many people have dreams and ideas that stay in their minds, never to be written down and spoken of. Too many people allow their thoughts and ideas to run around aimlessly in their heads. They don’t know how to turn their ideas into a goal, never create an action plan, and have little focus to see their goals through. Are you one of these people? It’s never too late in life to start working on a goal. Start by
setting "S.M.A.R.T.E.R." goals: S.
M. A. R.
T. E. R.
S: Be Specific.
Be specific in what you want.
Write down the amount of money you want to earn, the
amount of pounds you
want to lose, the type of spouse you’d like to attract, or what ever
goal you wish to set for yourself.
M: Measure your progress. You should be able to
track your goals while
in the process of working toward them. In
sales, I use a monthly and yearly goal board in my office. This board shows my total
sales volume goal,
the number of leads run, the amount of closed business and average sale. By the way, this board is
out in the open for
all of the world to see. Making
your
goals public will keep you honest and focused.
A: Make Your Goals Achievable. You want to set goals that
you can
realistically achieve. Now,
that doesn’t
mean you should set goals that are
too
low and won’t push you. You
have to have
a solid plan in place for how you will achieve your goals and hold
yourself
accountable. This
is why goal setting
is very personal - only you know the deep rooted reason as to
why you set the
goal in the first place. Will
the goal
you’ve set give you that inner, very personal satisfaction when it is
achieved? It should.
R: Be Realistic, Think
About Reason.
When I was a kid, I had dreams of playing
professional baseball. I’m
now a grown man with a beautiful family
and big career dreams. I’m
not going to
set a goal of being a major league baseball player.
It’s not realistic.
Make sure your goals don’t defy the law of
gravity. Also, think about the
reason you're choosing your particular goal. Why and how is
it meaningful to you? T: Be Time-Sensitive. When you set a goal, give yourself a time line as well as a dead line. If I set an income goal for myself but don’t give myself a goal date as to when I will achieve my income, do you really think it will happen? The time line and dead line keeps you focused and pushes you. E: Make it Enjoyable, Ethical, and Exciting. Will achieving your specific goal bring you enjoyment? Is it going to excite you? Is it ethical? The answer to all should be yes, otherwise you might lose your motivation along the way. R: Prepare Your Resources. Having all the necessary resources in place is crucial to achieving your goal. Think about all the necessary people, places, materials and systems you will need in order to reach your goal. Write them down and use them as you need them. To help you on your way toward acheiving your goal, I would recommend using a goal sheet and an action plan. Here is what a S.M.A.R.T.E.R. goal sheet looks like. Its purpose is to help you answer the right questions to make your goals as concrete and precise as possible.
Take the time to think about each section of the work sheet. You should also answer these preliminary questions before you begin:
Goal Setting Tips
#6 - Review your goals and progress daily #7 - Create a list of all people that will help you achieve your goal #8 - Create a list of all benefits to achieving your goal Being well-prepared will ensure your success in reaching your goals! After you've thought your goal through, the next step is to create a detailed action plan.
Create an
Action Plan now for your goals. Read About Overcoming Obstacles. Learn More About Setting Goals at Home. Back to Sales Training Home Page
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