Increase Sales With Goal Setting

I love goal setting and find it quite fun actually. I have found goal setting to be a powerful tool in both my personal and professional life. I’ve always been one to have goals, write them down, dream about them and work hard to achieve them. Maybe it’s my type A personality … I was the oldest child after all. Or maybe it’s because goal setting has worked very well for me.

Even though I had set goals for myself almost my entire life it wasn’t until I was in my mid-twenties did I really start to use goal setting to its full potential. I was fortunate enough to get a job working with a very successful financial advisor who was very big on goal setting. He taught me a great deal in the two years I worked with him and it’s what he taught me that I continue to use today in my own business.

So how does goal setting work? Well first, you need to have some goals. Everyone has goals right? Sales goals, health goals, career goals, family goals, etc. Write all of them down and put them into categories such as career – family – personal, etc. For this article I’m going to focus on sales goals.

Let’s say you have an annual sales goal of $24 million. In order to stay focused and motivated we are going to break that annual goal down into a monthly goal. So your monthly sales goal will be $2 million. Now for the month you just focus on selling $2 million worth of product, premium or service – whatever it may be. You can break that down even further if you like and have a goal of $500,000 per week but typically a month goes by fast enough and your weekly sales may fluctuate a little so having monthly goals has always worked best for me.

Write down your monthly goal and put it somewhere where you can see it. On your computer, in your planner, you want to be able to look at this daily! To make achieving goals even more fun feel free to associate a reward with a particular goal. For instance, if you reach your sales goals for October you’re going to buy that expense golf club you’ve always wanted. Or, if you reach your sales goals in February, you’re going to book a weekend getaway for March. I realize some companies have incentive trips and those are great rewards to work towards. Or maybe you are saving or a new home, a new boat, a new car, whatever it may be … tie it to your sales goals.

Looking at your daily goals motivates you to make that last phone call, schedule that last meeting and to use your time productively. Achieving your goals feels great and becomes the stepping stone for you to achieve even more the next time. Writing your goals down on paper reinforces the goal. Drawing a relevant picture next to your goals is also a great way to remember them and to stay focused on them. So if you want that new home, car, boat or trip tack a picture of it or them up next to your desk or computer and you’ll be amazed at how much you can achieve when your goals are always right in front of you!

To make goal setting even more effective write down the goal, how you plan on reaching that goal and how you intend on implementing the plan. For example:

Goal: $24 million in sales for 2015.

Plan: $2 million in sales each month by hosting lunch events, conducting annual reviews and getting referrals.

Action: Host one lunch event per month, follow up with attendees, schedule annual reviews for the month, gain referrals from existing clients at their review.

Goal setting can be as simple or as detailed as you like but the key is to set the goals, write them down and look at them often. Happy goal setting and good luck! Remember, the sky is no longer the limit because we can go further than the sky.


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