Another year is upon us, and if you are like most people you have hit the floor running without planning a clear objective for the upcoming year. However, top-performing sales people make the time to establish clear targets.
Setting goals is not a complicated process nor does it take a lot
of time. Use the techniques listed below to help you achieve your
• Ensure each of your goals follows the SMART concept:
Relevant to your situation
For example, “I will increase my sales by 15 percent compared
to last year.” Be as specific about your goal as possible. “I
will start my own fabricating business” is a lot stronger than
“I want my business to branch out into other areas.” Challenging
goals are motivating. Set goals that will push beyond what you usually
think you can accomplish.
Remember to set a deadline. A goal without a deadline is simply a
dream. Attach a realistic yet challenging deadline for accomplishment
and post this where you can review it regularly.
• Phrase your goal in the present tense and assume success. Don’t
say, “I want to.” Say, “I will.”
This subtle technique tells your subconscious that you have already
achieved your goal, which means it will go to work at helping the
goal become a reality. It will attract the people, places and situations
you need to achieve that goal.
• Put your goals in writing. This simple act helps you clarify
your targets and will allow you to visualize them more effectively.
I recommend that you record each goal on a separate index card and
review them twice a day—once in the morning (when you first wake
up) and again before you go to bed.
This process reinforces your goals, acts as a reminder and drives
your goals deep into your subconscious. In fact, this is one of the
most powerful strategies you can use to achieve your targets.
• List the benefits you intend to receive by achieving each goal.
This will keep you focused and strong particularly when you face the
inevitable roadblocks and barriers.
Years ago, when I chose to quit smoking, I listed 75 benefits, and
when I felt the urge for a cigarette I would review this list to help
me get past that craving. The more benefits you can list for your
goals, the more motivating those goals will become.
• As you review your goals each morning and evening, picture
yourself achieving each of them. The more you can “see”
success in your mind’s eye, the more likely you can translate
it into reality. Create a perfect picture in your mind and replay
it frequently. Developing a picture board can help with this exercise.
This is a very effective tool that allows you to see the visual impact
of achieving your goals. When my wife and I bought our first house
we clipped photographs and pictures of what we wanted our house to
have and pasted them on to a large sheet of poster board. We hung
this near the front door of our apartment so we could see it every
time we left or entered the apartment. We also created a thermometer
of “down-payment savings” to help us track our progress.
We had a clear deadline and were able to surpass this deadline by
almost 30 days.
I now keep track of my annual revenues, speaking engagements and book
sales in the same manner. I post these sheets on my office wall where
I can see them every day, and they allow me to track my progress with
a quick glance.
• Anticipate the challenges you will encounter and plan how you
will overcome them. This will prepare you for them and help you overcome
the obstacles easier and with less stress. In fact, the simple act
of planning for obstacles will often prevent many of them from occurring.
• Surround yourself with successful, motivated people who also
set challenging goals. I share my goals with several friends and associates.
When we get together, we motivate each other by talking about our
success, our challenges and our goals. A word of caution: Be careful
who you share your goals with. People who are not goal-oriented will
not support you and, in many cases, will actually try to dissuade
you from your goals.
• Use affirmations. If you plan to quit smoking, repeat statements
such as, “I enjoy the lifestyle of a non-smoker,” “I’m
glad I’m a non-smoker,” “I enjoy the taste of food
more as a non-smoker.”
Stating affirmations aloud reinforces your goal to your mind and will
help you achieve your goal much faster.
• Take action. Don’t procrastinate. All the planning in
the world will not help you achieve your goals. You must take action.
Once you have determined a goal for yourself, take action within 24
hours. This will set the wheels in motion and create the necessary
momentum you need. I once heard a speaker state, “We are either
moving toward or away from our goals.” Develop the habit of taking
action on a daily basis.
Achieving greatness and a higher level of success is not that difficult.
However, it does require discipline, focus and a clear idea of what
you want to accomplish. Follow these steps and have your best year
Kelley Robertson, president of the Robertson Training Group, works
with businesses to help them increase their sales and motivate their
employees. He also is the author of “Stop, Ask & Listen –
How to welcome your customers and increase your sales.” For information
on his programs, visit www.RobertsonTrainingGroup.com . Receive a
free copy of “100 Ways to Increase Your Sales” by subscribing
to 59-Second Tip, a free weekly e-zine available at this Web site.