from my email:
Daily Sales Tip: Setting Goals
Rainmakers, those in the top 10% of all sales performers, believe in the power of goals and action plans. Those who truly want to reach the elite status don't get there by accident -- they live by goals, and they are committed to doing what they need to do to achieve.
There are two important things that set apart sales people, sales managers, and leaders who live by their goals and those who don't.
First, people who have goals know where they want to go. Contrary to what you might read in other books about goal setting, you don't have to sort out your life's purpose in order to achieve success in sales.
All you need to do is set a target. It can be as simple as having an annual revenue goal, and having the answer to the question, "Do I really want to achieve this badly?"
Second, once you know where you want to go, commit to a goals routine. If you have already done so, bully for you! It'll help you achieve. In any case, take care to keep your goals routine simple, and to visit it frequently.
The simpler it is, the easier it is to stick with it. A simple roadmap can help you build and stick to your own goals routine. Below is one that is easy to follow in your journey to sales success:
-- Review your goals first thing in the morning every day. Say your big picture goal out loud, then review your action plan for the day. This should only take a few minutes. At the end of each day, review how the day went, and set goals and actions for the next day.
In the time you might take to drink a cup of coffee (if you down it as fast as I do), you will have accomplished this review.
-- On Friday, or during the weekend, review the week and set goals and actions for the next week.
Do this with a colleague who can be a "goals partner" so to speak. Your goals partner can be a peer, a mentor, a coach, or a friend, but it's someone you work with explicitly each week to make sure you're on top of your goals, staying committed and pushing yourself.
-- Once per month, meet with a small group of people you trust to review what you're doing, where you're headed, what you'll do in the next month, and get ideas for how you can achieve more and shake off any nagging hassles.
-- Once per quarter, review your progress toward your annual goal. During this meeting step back and ask yourself, "What do I absolutely positively need to get done over the next three months to achieve my annual goals?"
Set no more than three priorities for the next quarter that you'll direct all your passion, energy, and intensity toward so you can stay on track.
-- Once per year, set your targets for the next year. Make sure you ask yourself, "What do I need to do to get to my big picture goal?"
When you're done with your goals and annual plan, ask yourself, "If I get done what I'm about to do, will it help me get to my big-picture goal?" Make sure it does!
Source: Sales consultants Mike Schultz and John Doerr of the RAIN Group