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No Goals Typically Means No Growth!

As you prepare to close out 2018 and ready yourself to usher in a new year I suggest we take a closer look NOW at where you want to be at this same time next year—in 2019. Goal setting is a term that Sales Professionals tend to hear so often that they can become numb to its power and its strength. In our profession there are way too many “hacks” out there that basically “let things happen to them” (i.e. playing a “reactive role in their life and profession rather than an “active” role). Often, it’s these same people who sit back and say it wasn’t me, i.e., I am the victim. They haven’t given a single thought to “goal setting”. “Goal Setting” is a sure way out of the victim mentality and frees you to decide what you want.

Why not try a brand-new approach? Map out the success you want to achieve and go from good to great in 2019!

There is no better place to start than to take a look over your shoulder. Did you reach your goals this year?  Did you even know what they were?  Did you accomplish what you wanted?  Did you even know what that was?  Did you go forward?  Did you go backward?  Did you go nowhere?  Did you make more money, less money?  Do you have more accounts, less accounts?  How about the time you spent with your family?  How about your personal fitness?  How about your quality of life?  What are the top 10 events that happened for you this year?  What are all the good things that happened vs. the bad things that happened?

At Sales Coach International we believe in success by design, not chance.  I’m going to give you 7 steps that should be used by sales people, sales managers and professionals all across the board, to design what you want to accomplish in 2019.  These steps are a “take-off” from a book I read by Brian Tracy called “Eat That Frog!”

  1. You have to clearly decide what you would like to accomplish this year.Clearly decide what’s going to look different 365 days from today. Clearly decide what it is that you want inyour life and your career. Clearly decide what it is you want outof your life. Clearly decide what that change is going to be. Clearly decide what car you are going to drive. Clearly decide what house you will live in. Clearly decide how much money you want to make. Clearly decide what your book of business is going to look like. The key word here “CLEARLY”.  You have to be very specific.  You can’t use words like “bigger” or “better” or “more” or “different”. There are two different types of goals. One is “meaningful specifics” and the other is “wandering generalities”.  It is my experience, most people, if they even attempt to get into goal setting, lean toward the latter. “Wandering Generalities” have a lot of “wants” attached but no “specifics”: “I wantto do better”, “I wantto make more money this year”, “I wantto lose some weight this year”, “I wantto drive a nicer car” etc. These aren’t goals.  You’ve got to CLEARLY decide what it is that you want to accomplish—right down to the specifics.
  2. When you have clearly decided what it is you want to accomplish; write it down. Many people have trouble writing goals down because they are not clear on what it is that they want.  I don’t mean to just find any spot to write these down. I don’t mean to just put it in an email or write it on some Word document that can get lost on your hard drive.  How about this? Get a black Mead composition notebook. On the front 2 lines write “2019 goals” and your name. On the top of each page you write down your clear meaningful specific goal. If you don’t write it down, it’s just a dream.  Dreams rarely come true. Goals in writing often do. Once you write it down there is a level of commitment that is often missing when you are simply saying it or even just thinking it. Once you seal it in ink, your mind subconsciously starts to go to work on it.  If you don’t write it down, it isn’t going to happen.  It’s that simple.  So get a notebook!
  3. Set a deadline for reaching your goals.There have been many studies that show average business tends to get 65% more results in the 4thquarter than in the previous 3 quarters.  Why is that?  Because there is a self-imposed deadline.  There is a drop-dead date.  There is an “or else” attached to it!  Customers don’t change. Customers don’t change the way they buy; we change the way we sell.  In the fourth quarter we are more inclined to ask the uncomfortable questions we generally avoid throughout the course of the other 3 quarters.  We impose a sense of urgency on the buying process rather than the customer doing so. Our customers don’t change–WE just operate differently, and this happens when we set our goals– when the clock is ticking on our goals.
  4. Make a list of everything that needs to happen in order to achieve your goals. What got you here? What did your account base look like this year and how many dollars came in from your A accounts and your B accounts and your C accounts?  How much time do you spend on each one of those?  Where are the revenue streams for your commissions?  Where are the revenue streams for your business?  Where did you mostly spend your time this year?  If you keep doing the same things that got you where you are now than chances are you are going to stay here or, with the marketplace rapidly changing, you might even go backwards.  Can you afford that?  Open up your notebook that you recorded your goals in. On each page you are going to have a goal on the top and some of those goals are going to fall into buckets of your professional life. How many sales will you need to make? How much money are you going to make? How much account development are you going to do and how much account service are you going to do? The goal might be more personal such as “quality of life”, “health and fitness” etc. For example, most of you know I am very focused on golf. If there is a change, I want to make in my golf game, I write down exactly what I’m going to improve in 2019. I write how much I’m going to improve, what my handicap is going to be and how many rounds I’m going to play. I might write how many practice rounds I’m going to have, how many lessons I’m going to take, how many outings I’m going to take with the boys, how many top 100 courses I’m going to play in the country. I could focus on what I’m going to do equipment wise, what typesof lessons I’m going to take or how many putts I’m going to average. As you break a goal down in order to achieve your meaningful specific clear goal, there are many things that can be included.  Write down every single thing that has to happen or has to keep happening in order for you to achieve your goal. Don’t worry about the specific order on this step. We’ll cover that next.
  5. Organize your list by priority and sequence and put it into a plan—celebrating your wins along the way.What has to happen first? What happens after that? What is an absolute non-negotiable item that has to happen in order to achieve your goal? What’s going to be the most difficult thing to tackle? I’d probably want to attack that one first. I might have to spend more time on this or read up on it a little. I might have to gain additional training or education. Put some things down and organize that list into a plan. Now you have a plan.  Break it down into milestones and CELEBRATE these accomplishments along the way! If your goal is to lose 25 pounds, don’t wait until you’ve lost 25 pounds to celebrate.  If you lose 2 or 3 pounds in the first month, be excited about it. What do I get if I lose 3 pounds that first month? (I suggest it is something other than a cheeseburger—exciting as that may sound!)  What do you get for a personal reward when you land that big account in the first quarter? What do you get? Celebrate the milestones to give you the fuel to continue the next steps to accomplish your goal.
  6. Once your plan is written, start taking immediate action. Don’t hesitate. Don’t over strategize. Don’t polish it up. I don’t care how mediocre the plan is. I’ll choose a person who attacks a mediocre plan with incredible passion, commitment, enthusiasm and drive, any day, over somebody who’s going to sit back, strategize and polish up the plan. Days and months can be wasted in these types of behaviors and before you know it, nothing gets done.  The key is to take fast, instantaneous action on your plan.
  7. Commit to do something every dayto bring you closer to your goals. This is the “miracle step”.  Take that tiny step every day to bring you closer to what it is you want to accomplish. If you want to become a stronger sales person this year, you may have set a goal to read 15 books on how to be a better sales person.  That may seem like a daunting task but, reading a couple of paragraphs or a chapter every day certainly is not. You have committed a set time each day. You might have to get up a half hour earlier. These are the things that need to happen, a little step at a time.  Passing on that cheeseburger, or dessert, having a salad instead, these are the little things that will get you towards that weight loss. On average, most people spend only 20 days out of 365 working towards their goals. It’s easy to see that if you were to spend 365 days out of 365 doing little steps, you will surpass most on a regular basis.

To recap, the seven steps to follow to go from good to great in 2019 are:

    1. Be very clear on what it is you want to accomplish
    2. Make sure that you write it down and think on paper
    3. You are now the publisher and the editor of a magazine and you have to set a deadline for everything that has to happen.
    4. Make a list of everythingthat must happen in order to achieve your goal.
    5. Organize your list. Put it into a plan and celebrate your wins along the way.
    6. Take immediate action on your plan. Don’t over strategize.
    7. Commit to do something EVERY single day to get you closer to your goal.

If you follow this road map for successful goal setting, there’s no reason 2019 can’t be your BEST year ever. It won’t happen if you don’t design it! So, pick up your pen and get started today! Why wait until January? Design your plan and create the path to go from good to great in 2019!

Wandering Generalities vs Meaningful Specifics

As we are quickly heading into the last month of 2018, there are thoughts of New Year’s Resolutions running through the minds of many people.  I have often wondered what it is about the beginning of a new year that sparks so many people to turn over a new leafand begin to do the things that they know they should be doing right now!  It has been estimated that health club memberships increase by 20% every January. During this month, the gym is typically jam packed with new “fitness zealots.”  Unfortunately, the month of February finds the gym attendance plummet back to normal levels.

As salespeople, let’s make a pact to not fall into this pattern of New Years Resolution style goal setting.  The marketplace into which we sell is constantly evolving into one that is weeding out those salespeople that maintain the status quo.  This marketplace is becoming more and more demanding on sales professionals.  Customers have much more access to their options (our competitors) in the marketplace. Therefore, it is incumbent upon all salespeople to set a new goal for their own skill enhancement and growth for the New Year.

Year in and year out we find that it is the salespeople that regularly set their goals that show up on the top of the rankings.  Every time we do a seminar, we ask the question, “Who wants to be more successful next year than they were this year?”  Naturally, there is never a hand that stays down.  Everyone wants to improve, to make more money, to be more successful.  The fact is, most people do not define what MORE SUCCESSFUL is.  That is the main problem:  Most people have Wandering Generality Goals.

A wandering generality goal is one with no specifics to it.  “I want to make a lot of money.  I want to buy a new car.  I want a new house.  I want to be rich.”  While many of these may seem to be worthy pursuits, they have about as much chance of happening as does World Peace.  The danger with wandering generalities is that are not really goals at all.  What they are in fact, are dreams!

Wandering generalities are not written down, do not have timelines, and are very rarely accompanied by a plan for their accomplishment.  Hoping to accomplish something is not a great strategy. Wanting something really bad doesn’t make it happen!

If you, as a sales professional truly wish to accomplish something, that something needs to be written down and defined as specifically as possible.  A Meaningful Specific Goal is one that you have a clear picture of and a specific plan by which to achieve it.  For example:  I drive a new 2019 Jaguar Sedan which is black with tan interior.  I will lease the car by March 25thwith $3,000 down and a monthly payment of $575 for 36 months.  I will accomplish this by closing one more sale per week and saving an additional $1000 in commissions per month for the down payment and subsequent lease and insurance payments.  I will accomplish these additional weekly sales by making 10 additional prospecting calls per day every day for the entire year.  This will result in 4-5 more sales opportunities per week.  With my current closing ration at 1 in 4, I will meet this goal and drive this new car very easily.

Pop Quiz!

PopQuiz1

Are you on track to hit your end-of-year sales goal?

True or False:  Sales goals are typically set by the company and should be raised each year according to the previous year’s results.  FalseQuotas are set by the company and tend to be somewhat “detached” from the individual goals of the salesperson.  Too often, company leaders and sales managers feel that the salespeople on their teams do not buy into the goal that they have been given.  Why?  Because it is not their goal!  Instead, the sales number (the goal) is one that has been decided without the input of the salesperson and thus, lack of buy-in is inevitable.  In order to really accomplish GREAT things in the goal setting process in your organization, first, find out what it is that your salespeople truly would like to accomplish.  This may be a financial goal or a personal goal such as a home, car, or vacation that can be accomplished with increased commissions.  Now, together, figure out what needs to change in their daily efforts (and thus, results) in order to hit the commission goal. This takes time and effort on both the part of the manager and the salesperson (just like figuring out your customer’s goals).  But when both the salesperson and the sales manager are clear on the WHAT is the goal, together they are bought-in  and can “put up with” almost any of the HOW it is to be accomplished.  It is the difference between pushing someone towards YOUR goal (quota) or pulling them towards THEIR goals (rewards).  One is a lesson in futility (hard work) and the other is good business practice.

True or False:  Goals are something that are to be set to gauge your success every year.  False.  Your goals are a “track on which to run” your race-be it a daily, weekly, monthly, quarterly, annual, or lifetime race!  Your goals are you life plan.  Your goals are personal to you and your success-not a gauge as to whether or not you are.  Year after year, studies have discovered that the most successful business people of our time have a few things in common.  The most common characteristic or trait is that each of them has clearly defined, written goals by which they lead their lives.  It has been said that you miss 100% of the targets that you do not aim at.  Setting goals allows you to set individual targets for your success in many areas of your life.  If, at the end of the year, you find that your sales goals have not been reached, an appropriate inventory of what happened and what did not happen is in order.  However, if you wait until the end of the year, you will find that, more often than not, you will have fallen short.  Goals need to be “checked-in-on” regularly (at least monthly) to make sure that you are on track.  If you are not, adjustments need to be made to the way that you are running the race.  Those adjustments can come in the form of attitude, skills, activity, and even moving the finish line.  Set goals with your people and make those goals a living, breathing, real-time plan that you will visit regularly and constantly strive to achieve throughout the year.

True or False:  Goals should be broken down into quarterly and even monthly.  True!  An amazing thing happens whenever there is a deadline!  Most companies radically increase sales production in the final quarter or every year.  Some companies greatly increase their sales results in the final weeks of every quarter each year.  And some companies greatly increase their numbers of closed sales during the final few days of every month.  Why is this? Customers don’t buy differently at the end of the month, quarter, or year do they?  Results increase because there is a deadline–a measurement of success specific to each of these companies and their sales cycles that is determined by not only the results themselves, but also by when the results are accomplished.  In American football, every team can run a series of plays called “the Two-Minute Drill” in which a team can go the entire length of the field inside the Two-Minute time frame.  It is a thing of beauty to see a team operate this drill in harmony and accomplish things in a matter of less than two minutes that they had been working hard all game to accomplish in much longer timeframes.  What is it that both sales teams and sports teams GET when there is a deadline?  A sense of urgency!  By making sure that your team’s sales goals are set up in such a way that deadlines are looming on a regular basis, you build an inherent sense of urgency into the attitudes and daily activities of each person on your team.  Because of this sense of urgency, complacency will become non-existent.  Because of this sense of urgency, salespeople ask better questions, run better plays, anticipate the moves the defense (customer) will make, and in turn, will score more frequently.  The result, a much greater chance of answering the first question asked above (Are you on track for your year-end sales goals?) with a YES!

Sharpen Your (Sales Manager) Axe!

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A major part of my training focuses on the salesperson asking better questions in the interest of “opening” the prospective buyer.  It is my belief that better questions get better answers and that those answers assist the salesperson in “building the case” for their products or services.  This article, however, is not about the salesperson, but rather the sales manager.

A sales manager’s job is NOT to grow sales!  It is the job of the sales manager to grow salespeople.  The attitude and skills sets that they build and develop in their salespeople are the things that will grow the sales for any company.  One of the areas that I find that sales managers can truly move into that COACH role is by preparing and asking solid questions of their salespeople.  Here are a few points to consider:

1-The Pre-Call Huddle

Prior to going on the sales call, every sales manager should engage in a pre-call huddle with their salespeople.  The pre-call huddle should occur well in advance of the sales call.  Depending upon the complexity and size of the potential sale, the pre-call huddle could happen several days or several hours before the actual call.  The purpose of the pre-call huddle (and the questions that are asked in it) is to gauge the preparation and mindset of the salesperson.  The pre-call huddle should include any and all people that could play a role in the acquisition and retention of the customer.  Most efforts are won by teams and it is a major responsibility of the sales manager to create the best team possible for each of the company’s opportunities.

2-The “Coaching” Field Call

Too many managers try to lead from behind a desk.  They gauge the success or failure of their salespeople by the amount of calls they make or the amount of closed business at the end of the day.  Activity management and results management are two weak areas in which a sales manager can find himself/herself making bad decisions.  We need to get off the sidelines and get into the game with our people.  Attending sales calls with our salespeople (whether riding “shotgun” on the telephone or in person) will help identify the areas in which we can make the most impact for our people.  It is on these calls that we can see with our own eyes and hear with our own ears the various approaches that our people take to identify highest value needs (HVNs) our customers and communicate our value to the market.

3-The Post-Call De-brief

We tend to learn from both our wins as well as our losses.  In fact, I would bet that you would offer that you learn more from your losses!  Sales managers need to make a habit to de-brief with their salespeople on a regular basis.  We need to not only get the information of what occurred on the sales call.  We need to understand what happened and why!  Although the information (did it close or not) is important, it is limiting to our growth for the future.  We need to identify what our people learned on the “wins” so that we can ensure we win again.  We also need to discover what our people learned from the “losses” to ensure we do not repeat it in the future.  Understanding what our people know and do not know will help us to design the appropriate strategies by which to assist in their growth on our teams.

Questions are a big part of this.  Here at Sales Coach International, we have recently found ourselves creating many “Question Guides” for our clients.  The process of doing so is more a matter of getting “buy-in” to the importance of using questions in the sales process to open the customer and get the information and understanding that we need to properly navigate the sales process.  Once everyone is on the same page, we identify several areas in which we ask questions and task everyone on the team to send us their top questions in these areas.  After several “takes” and “re-takes” we end up with a solid compilation of questions from those in the field of battle every day.  The list itself serves as a great “cheat sheet” for those salespeople to use on a day to day basis.

The challenge we find is that the sales managers of these teams need to continue to gauge the pre-call mindset and the pre-call preparation of the salesperson in order for the right sales approach to be taken.  Because of this, we subsequently packaged recent versions of the Question Guides to include questions that we want the salespeople to continually ask of themselves before making any call:

1-What’s the Purpose of this Call?

2-What do we Know?

3-What do we Need to Know?

4-What do we Need to “Get Out on the Table?”

These four questions, along with several more industry specific questions are included in the first few pages of the Question Guide.  The interesting result was that what we actually came up with was a “cheat sheet” by which sales managers could continually coach and develop the pre-call mindset and prep work of their salespeople.  The Question Guide becomes a vital part of the Pre-Call Huddle, The Coaching Field Call, and the Post Call De-Brief.

I suggest that you give this a try.  Build a series of relevant questions with your salespeople that they can reference prior to sales calls.  Package that Question Guide with a few of the questions above that will be great reminders for both the salesperson AND the manager as to the things that they need to have prepared for every call.  We like to believe that salespeople constantly need “sharpening of the axes” to keep ahead of the competition.

It’s TIME!!!

Image result for evaluateOK….June is almost in the books and we will officially done with the first half of 2018!  It’s time to take a look at your progress thus far and to make some adjustments where necessary.  It’s time to evaluate your half-time performance and to plan your second half approach.

If you are not tracking on your goals or close to where you need to be on your progress, you are going to have to step up and make some changes.  Why?

“If you keep doing what you’re doing, you’ll keep getting what you’re getting!”

The things that you have done thus far have produced results that YOU deem to be unworthy of the effort.  So, I guess it stands to reason that the efforts need to be increased or refocused!  If you choose not to, there is a fair certainty that you will be considerably further from your annual goal come this December.

Now, you may be saying (in fact, I can almost hear it) “But Gerry…I am already working my butt off!  How much more can I do?”  I did not specifically suggest that you had to do MORE, but you definitely need to reassess if what it is that you are doing (and how you are doing it) is effective to meet your desired results—the lack of which would already indicate they are NOT.

Remember, simply doing more of what it is that you are doing today will not always get you better results, but it may.  Remember, doing what you do differently than you do it today may not get you better results, but it may.  Doing what you do BETTER will always get you better results—guaranteed.  The trick is to “crack the code” on what BETTER means!

Keep in mind that the results that you get are often due in part to how it is that you think and what you believe to be true about yourself.  Your attitude plays a major role in the results that you get because it drives your belief.

Get What You Deserve – By Design!

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Goal setting is a term that Sales Professionals tend to hear so often that they can become numb to its power and its strength. In our profession, there are way too many “hacks” out there that basically “let things happen to them” (i.e. playing a “reactive role in their life and profession rather than an “active” role). Often, it’s these same people who sit back and say it wasn’t me, i.e., I am the victim.  They haven’t given a single thought to “goal setting”. “Goal Setting” is a sure way out of the victim mentality and frees you to decide what you want.

Why not try a brand-new approach? Map out the success you want to achieve and go to new heights!

There is no better place to start than to take a look over your shoulder.

  • Did you reach your goals this month/quarter/year?
  • Did you go forward?
  • Did you go backward?
  • Did you go nowhere?
  • Did you make more money, less money?
  • Do you have more accounts, less accounts?
  • How much quality time did you spend with your family?
  • How much focus did you put on your personal fitness?
  • How about your quality of life?

At Sales Coach International we believe in success by design, not chance.  I’m going to give you 7 steps that should be used by sales people, sales managers and professionals all across the board, to design what you want to accomplish.  These steps are a “take-off” from a book I read by Brian Tracy called “Eat That Frog!”

 

  1. You have to clearly decide what you would like to accomplish. Clearly decide what’s going to look different 365 days from today. Clearly decide what it is that you want in your life and your career. Clearly decide what it is you want out of your life. Clearly decide what that change is going to be. Clearly decide what car you are going to drive. Clearly decide what house you will live in. Clearly decide how much money you want to make. Clearly decide what your book of business is going to look like. The key word here “CLEARLY”.  You have to be very specific.  You can’t use words like “bigger” or “better” or “more” or “different”. There are two different types of goals. One is “meaningful specifics” and the other is “wandering generalities”.  It is my experience, most people, if they even attempt to get into goal setting, lean toward the latter. “Wandering Generalities” have a lot of “wants” attached but no “specifics”:  “I want to do better”, “I want to make more money this year”, “I want to lose some weight this year”, “I want to drive a nicer car” etc. These aren’t goals.  You’ve got to CLEARLY decide what it is that you want to accomplish—right down to the details.

 

  1. When you have clearly decided what it is you want to accomplish; write it down. Many people have trouble writing goals down because they are not clear on what it is that they want.  I don’t mean to just find any spot to write these down. I don’t mean to just put it in an email or write it on some Word document that can get lost on your hard drive.  How about this? Get a black Mead composition notebook. On the front 2 lines write “2018 GOALS” and your name. On the top of each page you write down your clear meaningful specific goal. If you don’t write it down, it’s just a dream.  Dreams rarely come true. Goals in writing often do.  Write the goal down as if it already happened ie: I make $____________.  I weigh _________ pounds.  Once you write it down there is a level of commitment that is often missing when you are simply saying it or even just thinking it. Once you seal it in ink, your mind subconsciously starts to go to work on it.  If you don’t write it down, it isn’t going to happen.  It’s that simple.  So, get a notebook and get started!

 

  1. Set a deadline for reaching your goals. There have been many studies that show average business tends to get 65% more results in the 4th quarter than in the previous 3 quarters.  Why is that?  Because there is a self-imposed deadline.  There is a drop-dead date.  There is an “or else” attached to it!  Customers don’t change. Customers don’t change the way they buy; we change the way we sell.  In the fourth quarter, we are more inclined to ask the uncomfortable questions we generally avoid throughout the course of the other 3 quarters.  We impose a sense of urgency on the buying process rather than the customer doing so. Our customers don’t change–WE just operate differently and this happens when we set our goals– when the clock is ticking on our goals.

 

  1. Make a list of everything that needs to happen in order to achieve your goals. What got you here? What did your account base look like this year and how many dollars came in from your A accounts and your B accounts and your C accounts?  How much time do you spend on each one of those?  Where are the revenue streams for your commissions?  Where are the revenue streams for your business?  Where did you mostly spend your time this year?  If you keep doing the same things that got you where you are now, chances are you are going to stay here or, with the marketplace rapidly changing, you might even go backwards.  Can you afford that?  Open up your notebook in which you recorded your goals. On each page you are going to have a goal on the top.  Some of those goals are going to fall into buckets of your professional life. How many sales will you need to make? How much money are you going to make? How much account development are you going to do and how much account service are you going to do? The goal might be more personal such as “quality of life”, “health and fitness” etc. For example, most of you know I am very focused on golf. If there is a change I want to make in my golf game, I write down exactly what I’m going to improve on this year. I write how much I’m going to improve, what my handicap is going to be and how many rounds I’m going to play. I might write how many practice rounds I’m going to have, how many lessons I’m going to take, how many outings I’m going to take with the boys, how many top 100 courses I’m going to play in the country. I could focus on what I’m going to do equipment-wise, what types of lessons I’m going to take or how many putts I’m going to average. As you break a goal down in order to achieve your meaningful specific clear goal, there are many things that can be included.  Write down every single thing that has to happen or has to keep happening in order for you to achieve your goal. Don’t worry about the specific order on this step. We’ll cover that next.

 

  1. Organize your list by priority and sequence and put it into a plan—celebrating your wins along the way. What has to happen first? What happens after that? What is an absolute non-negotiable item that has to happen in order to achieve your goal? What’s going to be the most difficult thing to tackle? I’d probably want to attack that one first. I might have to spend more time on this or read up on it a little. I might have to gain additional training or education. Put some things down and organize that list into a plan.  Now you have a plan.  Break it down into milestones and CELEBRATE these accomplishments along the way! If your goal is to lose 25 pounds, don’t wait until you’ve lost 25 pounds to celebrate.  If you lose 2 or 3 pounds in the first month, be excited about it.  What do I get if I lose 3 pounds that first month? (I suggest it is something other than a cheeseburger—exciting as that may sound!)  What do you get for a personal reward when you land that big account in the first quarter?  What do you get? Celebrate the milestones to give you the fuel to continue the next steps to accomplish your goal.

 

  1. Once your plan is written, start taking immediate action. Don’t hesitate. Don’t over strategize. Don’t polish it up. I don’t care how mediocre the plan is. I’ll choose a person who attacks a mediocre plan with incredible passion, commitment, enthusiasm and drive, any day, over somebody who’s going to sit back, strategize and polish up the plan. Days and months can be wasted in these types of behaviors and before you know it, nothing gets done.  The key is to take fast, instantaneous action on your plan.

 

  1. Commit to do something every day to bring you closer to your goals. This is the “miracle step”.  Take that tiny step every day to bring you closer to what it is you want to accomplish.  If you want to become a stronger sales person this year, you may have set a goal to read 15 books on how to be a better sales person.  That may seem like a daunting task, but reading a couple of paragraphs or a chapter every day certainly is not. Commit to a set time each day. You might have to get up a half hour earlier. These are the things that need to happen, a little step at a time.  Passing on that cheeseburger, or dessert, having a salad instead, these are the little things that will get you towards that weight loss. On average, most people spend only 20 days out of 365 working towards their goals. It’s easy to see that if you were to spend 365 days out of 365 doing little steps, you will surpass most on a regular basis.

 

To recap, the seven steps to follow to go from good to great are:

    1. Be very clear on what it is you want to accomplish.
    2. Make sure that you write it down and think on paper
    3. You are now the project manager for your success and you have to set a deadline for everything that has to happen.
    4. Make a list of everything that must happen in order to achieve your goal.
    5. Organize your list by priority and sequence. Put it into a plan and celebrate your wins along the way.
    6. Take immediate action on your plan. Don’t over strategize.
    7. Commit to do something EVERY single day to get you closer to your goal.

If you follow this road map for successful goal setting, there’s no reason this can’t be your BEST year ever. It won’t happen if you don’t design it! So, pick up your pen and get started today! Design your plan and create the path to go wherever it is you wish to go!

What’s Our Next Step?

what's nextI recently saw a movie with my children called “Meet the Robinsons.”  In the movie, there was a character from the future who kept saying “Keep Moving Forward!” “Keep Moving Forward!”  Apparently, in the movie, the kid’s father was a great inventor who continuously, relentlessly spoke of looking ahead to what could be instead of focusing on what is.  The movie, and that character, made me think of some of the top salespeople that I have worked with over years and how they have a habit of relentlessly moving forward with an enthusiasm not shared by their peers.
In some of the training sessions that I do, one of the modules that we cover is CLOSING.  Although I am a big believer in the fact that the OPENING and DISCOVERY process drive your CLOSING strategy, it is imperative that the salesperson is the Captain of these efforts.  As such, the salesperson needs to call the plays and keep the other participants (prospects, influencers, decision makers, etc.) involved and engaged in the process.  I find one of the easiest ways that top salespeople continually get to the next step is that they clearly define what the next step is and then they relentlessly ask for it and expect to get it.
They understand that most steps in the sales cycle do not lead to the close of the SALE but can (and often do) lead to the close of SOMETHING—and they call the shot by asking a simple “moving forward question” such as “So, Mrs. Customer, what’s our next step?”  By getting into and keeping the habit of asking “So what’s our next step,” the salesperson keeps the prospective customer involved and engaged in the buying process.  They continue to gauge the prospective customer’s level of commitment by attaching a forward step to every stage (gate) that you pass through.
Strategically, the top sales professionals also have a habit of focusing on “What’s the next step?” in their day to day business.  They do not get bogged down in projects or analysis.  Instead top salespeople understand that ACTION begets ACTION.
In the effort of effectively PLANNING with THE END IN MIND, the top producers always focus on WHAT’S NEXT!

Life Lessons….Business Advice

I have a daughter that is a freshman in college that has been, since the age of 15, blessed with Type 1 Diabetes.  Thus, due to some magical strain of DNA in her body, she is insulin dependent and will need to manage that insulin intake daily with 6-10 blood glucose checks and self-administered shots for the rest of her life.  It’s not exactly a death sentence but it is, for a teenager just entering college, it is a royal pain in the butt. 

 Not unlike many teens, she has a tendency to ignore the things that bother her, annoy her, or simply do not interest her….especially if it not part of what everyone else is doing.  Unfortunately, sometimes, her diabetes falls into that category. Not good!  Thus, my wife and I find ourselves constantly “on her” making sure she stays diligent with her diabetes care.  I also often find myself teaching her lessons that apply to all of us the profession of sales, in business, and in life.  Here are a few of the things that came out my mouth recently: 

  • What do you want to have in your life ten years from now?

We got into a discussion that that choices that you make today and every day from this point on will affect the quality of life that you have 10 years from now.  Although addressing her from her current health standpoint, I was leading her past college and into thoughts marriage and raising children, and the ability to do so as a healthy, vibrant woman at 28 years of age.  Once she started seeing herself as a Mom in the future, the conversations took on a new meaning for her.

In business, I often ask salespeople and business owners what it is that they see their business (or book of business) looking like TWO years from now.  I try to get them in the mindset of becoming who they want to be and getting what they want in the future by DECIDING what that looks like NOW.  Once that picture is clear….

 

  • You cannot become “that” or get “that” in the future by acting like “this” in the present.  You become or get that by acting “as-if” NOW!

It’s easy to put off tough decisions and the discipline necessary to make significant change until it is absolutely necessary.  In my daughter’s case, that could result in medical care in the future that could include tough things such as organ failure, loss of eyesight, and worse.  I constantly work to impress upon her that if she wants a healthy lifestyle in the future (and, of course, she does) that she cannot wait until the future to have that lifestyle…she must adopt that lifestyle, and all of it’s discipline, now. 

In business, once we have decided what we will be in the future, we cannot wait until the future to live that reality…we must act “as if” we are that company now.  We need to recruit, interview, and hire for that company.  We act “as-if” we are that salesperson now in order to become that salesperson in the future.  We market (create our visibility) like our future selves and our future companies.  We dismiss from our employ NOW those who do not fit (culturally or performance-wise) into that company.  We become known for the things our future self or our future company is known for NOW. 

  • You want that?  You have to get up and FIGHT for it every day and work your ass off to keep it!

The above statement is very strong and very intentional, yet missed by so many in today’s world.  It may be (as some say) a generational “sense of entitlement” at the cause or it may be an overall lack of that healthy sense of paranoia that drives most entrepreneurs.  In any event, I cannot impress upon my children (diabetes or no) that every day you need to fight to get what is yours and work your butt off to keep it (or to grow it) because nobody is going to hand you anything.  However, many will try to take what is yours once you have achieved/attained it. 

Once a goal (see the two above items) is established, the pursuit of that goal and the acquisition of that goal requires your full attention and immediate, consistent, focused action…..but that is not enough!  Once you get there, you need to understand the effort it requires daily to make sure that you stay there and grow from there. 

In life today, the effort alone (showing up) gets you the medal.  But that is not the real world of business!  “I’ll try” is often the third place guy’s excuse for predisposing himself to failure before he even starts. 

This is a FIGHT…this is a BATTLE…and you get to decide, in advance, what the prize is!  And once you have won it, you need to make sure you get up each and every day prepared to work your butt off to keep it.

  • Set the Goal-Map out the Plan-Take Immediate Action-Measure Progress Daily

This comes right out of my sales coaching handbook.  It makes good sense in all that we do, don’t you agree?  You start with the destination in mind on any journey—(along with a desired ETA).  Then you map out a route to get there, according to what you would like to experience along the way.  Next, you DEPART on that journey looking through the windshield at what is ahead, not the rear-view mirror.  And as you make progress on your journey, you constantly check in (measure and course correct) to make sure that you are on the right road, headed in the right direction. 

It occurred to me as I was speaking with my daughter yesterday that so many things that apply to life also apply in business. 

It also occurred to me that making those business analogies to an 18 year-old girl at this stage of her life (while inspiring and interesting to me) were a bit irritating to her. 

I hope you find them less so….have a great week!!

Cast Your Vote for 2013 Growth

So…Election Day has past. Did you vote? Did you cast your ballot for what it is that you believe in? Did you put in the effort to understand the issues, the politics, and the possible outcomes of your vote? Did you go out of your way and stand in line to exercise one of the biggest honors and responsibilities that you have as an American? Do you understand that we have people fighting every day in foreign lands so that you can exercise this right? And now that the votes are all in and the results are all in place, are you happy with the outcome? Will you now take a stand to facilitate change that is necessary or will you complain about circumstances that are present?
As an entrepreneur, a leader/manager, or a sales professional you get up each and every day to cast your ballot. You make a choice every day (many times a day) to ELECT to do what is necessary to get the results that you desire. There are many people that every day follow the lead of others and ELECT to be told what they are due in this world…but not you! YOU decide the vote you will cast to make those extra calls. YOU decide the ballot spot you will mark in your preparation efforts before every meeting, sales call, or decision you make. YOU decide your strategy, your approach, and your follow through. Therefore, this election season, I offer to you, regardless of your party or politician of choice, a FIVE POINT PLAN for your the growth of your company, your team, and/or your personal book of business for the future:

1-Define it-Design it!
Right now, I ELECT to decide what my 2013 will look like. I will set my company, team, and personal goals by defining my VISION for results this year. My VISION will determine my mission and thus, the changes that I must make to accomplish that VISION. No longer will I suffer the dysfunction of the masses by letting things and circumstances decide my results. I will decide

2-Preparation Before Execution

Today I begin to start down the path of strategic thought before committed action.  I will spend at least 5 minutes prior to each sales call or each meeting deciding, in advance, what I have in mind for an ideal outcome of the meeting.  I will declare (and write-down) targeted take-aways prior to the meeting, forcing me to THINK from all perspectives and take into account all those involved in the sales call or the meeting.  I will always have a plan before I get into the battle.

3-Growth
I realize I cannot accomplish more than I have without becoming more than I am.  I commit to my professional growth this year by increasing my exposure to new ideas, new strategies, and new actions.  I must learn more than I know today and I must take paths that I have previously not taken.  The marketplace demands more from every sales professional.  Every sales team can grow sales and profits on the wisdom, guidance, and coaching of their leader.  And the marketplace certainly demands more from every sales professional.  This year, I will rise to meet those demands. I will read more, write more, speak more, seek more coaching, more mentorship, and never cease.

4-Visibility

In order for my organization, my team and/or my marketplace to engage more with me and thus, do more business with and/or for me, I must become more visible.  If I am not visible to those with whom I choose to grow, I am, in fact, IN-visible.  I will learn ways to network better and more often.  I will schedule specific visibility both physically and online every week.  I will add value though all of these efforts.  I will connect, engage, and offer assistance everywhere.  I will become known for these things and create a brand of excellence that is known to the masses.  I will become more than I am currently to all of those who know me and many that do not as of yet know me.  And I will define my brand.

5-Action

The greatest secret all accomplishment is ACTION.  With the focus of the Four points above, ACTION is the secret to ignite them all.  I realize that I do not have to be great to start, but in order to be great, I must START!  Every day, I will take a bit more action.  I will make 5 more sales calls, meet with 1 more employee (and listen to them), or offer a bit more coaching to my people.  I will not only plan my work but I will put more effort into working my plan!  I will get up earlier, stay a little later and truly be present as I morph myself and my team/organization into World-Class results.

As a professional today, you need to ELECT to follow a plan for a better future, if only for the upcoming year.  Cast your vote now to unseat the complacent, comfortable incumbent that resides in your office!  GO—BE—DO!

Seven steps to achieving your goals

Here are the seven steps to setting and achieving your goals.

First, you need to be very clear. You need to clearly define each one of your priorities for this coming quarter.

You can’t say something like, “I want to make more sales, I want to make more money, I want…”

That is not specific. Don’t make your goal a wandering generality, like: “I want to buy a new car.”

If you want to buy a new car, be totally clear about:

  • Make
  • Model
  • Year
  • Color of the exterior
  • Color of the interior
  • Wheels
  • Tires
  • Sound system

Visualize that car and own it in your mind. Write it down. Find out how much it costs, what the down payment’s going to be, what the monthly payments going to be, how much the insurance is going to be, what’s the name of the insurance company, where you’re going to buy it.

Now you mentally own the thing.

If your goal is “more sales” then get specific. “I will open four new accounts in the next 90 days, averaging no less than $3,000 per week in purchases from me at a margin of an average of no less than 18%.”

That’s much clearer than, “I want to do more sales. I want to open some more accounts this month.”
Move them from wishes to priorities, real goals that are specific.

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