I have a goal that
I really want to accomplish. I can't do it in a day or month or probably
a year. It may take 2 to 3 years. I found myself not working this
goal with the same momentum as goals more achievable on shorter terms.
That is probably the human nature side of accomplishment.
Well — I
reaffirmed my three year goal as being very important to me when
accomplished. I have reaffirmed and dedicated daily time 15 – 30 minutes
to stay on task. I haven't missed a day this year.
of this goal was easy. The hard part was not having a very easy to use
measurement tool to follow progress. As much as I hate to admit this, I
have a really good tracking system for my goals and accomplishments in life but
not a really good tracking system for something new. I was half heartedly
tracking progress but nothing really jumped out to me saying — Hey, you are
not on track here. Now I have a spread sheet that shows Green when on
track and Red when off track.
Do you have a
measurement system for your important Goals?
I found some old
calendars from years ago. When I wanted to start and follow a goal
(Weight, Exercise, Playing the Banjo, Etc.). I kept the Calendar in a
drawer in the bathroom. I opened that drawer everyday (My hair dryer was
in it), and I plotted my daily goal progress.
Looking back on
those calendars I see that I accomplished many life goals. Do you have a
tracking method daily to follow your progress?
Setting results-based goals can be dangerous. You can’t directly control the outcome of
your work. If you want 6 face-to-face meetings
per week you may not make it. People may
be out of office or too busy and you miss your goal. Instead, look at your historical data and
decide how many calls you need make to book 6 meetings. If it usually takes 35 emails and 20 telephone
calls to make 6 appointments try increasing or doubling that. Keep doing activities that work.
They share their goals with others –
Reps who make their goals, share their goals. By telling and sharing with others there is
an accountability factor created. Your
peers will know what your plans are and will be curious if you pulled through. Also, writing goals and posting them for
yourself and others to see helps drive vision and completion.
They choose small, specific, short term
the goal, which may seem insurmountable, the more likely reps will fall off and
not achieve. Pick goals that are small,
specific and short term. You feel
energized as you meet and complete goals.
Then start setting harder ones.
They walk away from dead deals early –
Walking away from dead deals early is hard and requires discipline. I have found that few reps have the strength to
do it. However, by walking away you have
more time and a better chance of working on deals more likely to close. Many times we make an emotional connection with
a deal and that can become dangerous, and not allow the rep to walk away. The longer a bad deal is worked, the harder
it is to walk away.
After much reading, discussing and watching I am convinced that over 95% of people going into a new year don't have written measurable goals for the year. Many or probably most have heard this and know the importance of goal setting goals, still not written down.
If you are a sales person and say “Wow! I need more sales to make my year!” — You may be out of luck. If your sales cycle takes longer than 10 weeks from start to close to shipment, you are running out of time.
Now is the time to begin looking toward the New Year 2019. Begin by setting an appointment with yourself for 30 – 60 minutes. Get blank paper or a blank computer screen and begin writing your thoughts and ideas for accomplishment next year. This first cut at goal setting doesn't have to be neat — just take time to think about and write your ideas and thoughts down. My beginning session is usually quite messy and unorganized.
Put this information away in a place you absolutely won't forget where it is so that you can retrieve it, early December. Then set an appointment with yourself for 30 – 60 minutes early December and get your list out.
In December you will be amazed at the progress you will have already made toward thinking about and planning your goals for next year. Your fist list may be messy, but you will be ready to define and refine the list. You will be subtracting, adding and modifying the original set of goals. Make the list a little neater and resolve to begin your goals and measure your goals.
Why do I believe in doing this? It's because I use this method every year and then I set a tracking system and measure progress. This works!
Try for yourself and get into the 5% group of people who actually write and strive to achieve their goals. Remember a lot of “Luck” goes along with a lot of preparation.
While continuing to build my own goal system I have found and in process of reviewing a software program that looks very promising — Click and have a look
I'll comment further as I look at this software — Let me know your thoughts.
A mentor is an experienced and trusted advisor. Sometimes we have face-to-face mentors and mentoring. Sometimes we have indirect mentoring through reading books, watching videos, on-line, and possibly in passing with family and friends.
Not knowing it at the time, my dad was my first mentor in sales training. This is one of those things I realized later in life that the mentoring I received was tremendous. My sales career, once started, was greatly influenced by his methods and persistence in sales.
I read all kinds of books. Some novels for enjoyment. Self help books and many books related to sales, selling, running and operating a business.
However, I knew that there was a lot more to learn about sales and business operations. I studied and read many mentors. Zig Ziglar, Dr. Norman Vincent Peale, Jim Rohn, Earl Nightingale. Dr. Robert Schuller to name a just few. There are countless others in my library. I have had privilege to meet some of these people and have enjoyed reading and learning about their thoughts and ideas on life and business.
Do you have a mentoring program on-going for daily learning. There is so much material available today, it can be mind-boggling.
Start or really get going on a self-education program of your personal interests. I have created daily routines, daily rituals that ensure pathways for me to progress forward. I set goals and measure daily. You can too. Find a mentor and never stop learning.
“When is the best time to follow-up with XYZ customer?”
“When is the best time to follow-up on a recent quote?
All too often we hear, It’s too early, or I am not sure now is the right time, or I don’t want to bug the Buyer/Customer/Etc.
Have you ever taken the time to think about “Follow-Up” in selling? It is estimated that you need 7 contacts with potential clients/customers before a transaction happens.
I am self-taught in selling and when I found a really good system I latched on to it. I have studied and used the Sandler Selling system for many years. (I would be happy to provide my contacts to anyone interested.)
One great technique that I learned and use is the Sandler Technique of using an Up-Front Contract with potential customers.
Simply ask the prospect/client for the next time contact would be appropriate. Set an exact date and time if possible or get at least a time frame for contact — Then do what was agreed upon!
Too many times I have had sales people working for me or trying to sell to me stop — after the very first call.
Never get caught in this trap — It’s too soon to call — “Oops” now it’s too late the order was let to someone else.
“Never, Never, Never, Never — Give up!” – Winston Churchill
So drive by gyms on the way to work — What do you see? Parking lots with fewer and fewer cars.
Tiresome to write about goals when inside you know that you won't or can't keep them going.
End of first quarter is near. Are you feeling good about the accomplishments so far this year? Will you feel good about completing the first three months.
Interesting question — especially for me. I am pretty much meeting or exceeding my goals set for Q1 of 2017. I always look back and see that I could have done things differently, or better. However, I do feel good with progress made so.
Here we are going into week 4 of the New Year 2017!
First week I was astonished and interested to see the parking lots full at every exercise / workout facility I passed. Now already the parking lots are beginning to not fill. I really hope that the people starting new exercise programs are falling into different time periods and/or finding a cadence that will work and keep them on track.
How many of us have goals, written down and are executing?
I have talked with people starting strong. I have talked with people already running hard toward their written goals. I have talked with people already slowing down on goals. Sadly, I have talked with people making excuses and stopping. Saddest of all, I have talked with people who never even started goals for this year. Soon we will be completing month 1, that's 1/12th of the time alloted for the year.
I believe no matter where you are in the process, now is the time to start, run hard and never stop!
Excuses are abundant. Success will not listen to excuses — Success will ignore them and end-of-year will come again. What will you accomplish?
If you have started keep going — Never Stop!
It's not too late to begin now — Just start and never Stop!