In sales, goal setting and accountability are the greatest
keys to determining success, both for an individual and for the business as a
whole. Approaching the goal setting process correctly and following up with the
right frame of mind will ensure that those goals are realized.
Establishing Direction
Nobody gets anywhere without a destination. When creating
your goals, you need to look at the big picture—what are you ultimately trying
to achieve? But you also have to be specific; saying to yourself “My goal is to
have more sales this year” isn’t going to cut it. Focus in on what you’re trying
to achieve with precise figures and a deadline like “My goal is to have $35,000
in new sales over the next two months.”
Get Detailed
Take the time to analyze your situation—look at the driving numbers behind your current
workflow and understand how you can improve them. For instance, if 10% of your
calls yield a sale, and your average sale is $100, you can count on $100 for
every 10 calls you make.
Break your goals down to make them more manageable. If you
want to achieve $10,000 in a month, plan to work toward that goal in small
chunks—that’s only $325 in sales per day!
Reinforce Your Success
Take time throughout your goal setting period to stop and
assess how you’ve progressed. Reanalyze your figures, and adjust your
process—maybe you need a better lead generation system,
or a different timing structure. Reward yourself for your successes, even if
they’re small, and recognize your failures as opportunities to further improve.
