Setting Goals that Leverage Sales Success
Setting Goals that Leverage Sales Success
We are all connected to each other and the universe through our energy that ebbs and flows constantly. In fact we are like a powerful electro-magnetic transmitter where our thoughts vibrate at a certain frequency and attract to us, that of which we are thinking. In his bestselling book, Think and Grow Rich, Napoleon Hill states, “That “the subconscious” mind proceeds to translate that impulse into its physical equivalent”.
Yet the mistake made my many sales people is that they don’t think about what they want, they think about what they don’t want. The human mind is unable to deal with negations, such as “I don’t want to miss target” or “this prospect will always go for the cheapest price”. In these examples, your unconscious mind will create ‘miss target’ and ‘prospects who only buy from the companies who offer the cheapest prices’. If you are asked NOT to think of a blue tree then your mind has already started thinking of a blue tree!
Therefore, when helping your sales team set goals for themselves, they need to focus on what it is they want, rather than what it is they don’t want.
The clearer people are about their goals, the more leverage they create because they start to attract them at an unconscious level. This means that having a picture of their goal and imagining how they will feel achieving their goal can be extremely powerful.
Having goals and well-formed outcomes will stretch and develop your team’s ability, keeping them challenged and motivated.
During a sales meeting you can give them the time to identify and write down what they want, which is the first step to creating a SMART goal. SMART stands for:
Specific - because it becomes more real when you are detailed. Imagine concentrating the rays of the sun using a magnifying glass into a force powerful enough to start a fire. This is exactly what happens when you are specific about your goal, because your power to achieve it becomes more focused.
Measurable - if you have been very specific about your goal, then you are going to find it much easier to know when you have achieved it. If there is no way of knowing what you have achieved then it’s vital you develop a way.
Achievable - having the faith and the belief that your goal is stretching yet realistic, generates more clarity, drive and determination. This in turn empowers the goal setting process. If your goal is so big that you genuinely believe that it’s impossible, even though it’s what you want, your unconscious mind will hold you back because it wants to preserve your energy from being used unnecessarily.
Relevant - sometimes it can be easy to set ourselves goals that are not really our own goals, they are the goals of others who have influenced us to think that we should want them too. If our goal doesn’t have any real relevance to us, then we will find it difficult to form an emotional attachment or connect with that goal.
Timed - people often find that if they have a certain amount of work to be done within a specified timeframe they will take the allotted time to complete their task. You may have noticed that when you are busy you tend to get more done. Sometimes if we have less to do and there isn’t a deadline to do it by, the tasks can take longer. Putting a time for when we want to achieve our goal by, works in much the same way and is a vital component for our own motivation.
Setting Goals that Leverage Sales Success - To learn more about this author, visit Nikki Owen's Website.
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The art to achieving whatever you want is to have a clear picture of your goal in your mind. You’ve probably heard this so many times before that the power of this one thing may have escaped you. According to Prentice Mulford (1834 - 1891), “Every thought of yours is a real thing - a force.” To put it another way, thoughts become things.
We are all connected to each other and the universe through our energy that ebbs and flows constantly. In fact we are like a powerful electro-magnetic transmitter where our thoughts vibrate at a certain frequency and attract to us, that of which we are thinking. In his bestselling book, Think and Grow Rich, Napoleon Hill states, “That “the subconscious” mind proceeds to translate that impulse into its physical equivalent”.
Yet the mistake made my many sales people is that they don’t think about what they want, they think about what they don’t want. The human mind is unable to deal with negations, such as “I don’t want to miss target” or “this prospect will always go for the cheapest price”. In these examples, your unconscious mind will create ‘miss target’ and ‘prospects who only buy from the companies who offer the cheapest prices’. If you are asked NOT to think of a blue tree then your mind has already started thinking of a blue tree!
Therefore, when helping your sales team set goals for themselves, they need to focus on what it is they want, rather than what it is they don’t want.
The clearer people are about their goals, the more leverage they create because they start to attract them at an unconscious level. This means that having a picture of their goal and imagining how they will feel achieving their goal can be extremely powerful.
Having goals and well-formed outcomes will stretch and develop your team’s ability, keeping them challenged and motivated.
During a sales meeting you can give them the time to identify and write down what they want, which is the first step to creating a SMART goal. SMART stands for:
Specific - because it becomes more real when you are detailed. Imagine concentrating the rays of the sun using a magnifying glass into a force powerful enough to start a fire. This is exactly what happens when you are specific about your goal, because your power to achieve it becomes more focused.
Measurable - if you have been very specific about your goal, then you are going to find it much easier to know when you have achieved it. If there is no way of knowing what you have achieved then it’s vital you develop a way.
Achievable - having the faith and the belief that your goal is stretching yet realistic, generates more clarity, drive and determination. This in turn empowers the goal setting process. If your goal is so big that you genuinely believe that it’s impossible, even though it’s what you want, your unconscious mind will hold you back because it wants to preserve your energy from being used unnecessarily.
Relevant - sometimes it can be easy to set ourselves goals that are not really our own goals, they are the goals of others who have influenced us to think that we should want them too. If our goal doesn’t have any real relevance to us, then we will find it difficult to form an emotional attachment or connect with that goal.
Timed - people often find that if they have a certain amount of work to be done within a specified timeframe they will take the allotted time to complete their task. You may have noticed that when you are busy you tend to get more done. Sometimes if we have less to do and there isn’t a deadline to do it by, the tasks can take longer. Putting a time for when we want to achieve our goal by, works in much the same way and is a vital component for our own motivation.
Setting Goals that Leverage Sales Success - To learn more about this author, visit Nikki Owen's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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