For every minute spent in planning
For every minute spent in planning
I am sure that many of you are in the same boat as me. It is a lot harder than it looks.
Sure, we know what our goals are. But can we express them clearly? It is like looking through a telescopic lens on a rifle. If the target is blurry we won’t hit it. Once we adjust the scope and make it perfectly clear, we are then able to hit that target.
It is exactly the same with goal setting. We must make that goal perfectly clear which is why writing it out is so important. If you won’t write out your goals then don’t say you have them!
The next step clearly shows the importance of writing out the goal. That step is the Plans step. Here we develop the plan we will follow that will allow us to achieve our goal
Now I run into some challenges here since some times my Plans are really goals. Or I realize that my goal has a lot of details which need to be addressed.
So, should we just give up since this is getting confusing and sometimes frustrating?
Absolutely not, this makes the GPS process even more important. Giving up would make us achieve even less. That is why so many people achieve so little in life.
The true value of this process is in the details. When you have all the details, then goal achievement is much simpler.
If I give you a task that you have never done before, that will be a real challenge for you.
If, however, along with that task I give you instructions with 17 detailed steps you should follow and will take you from where you are now to the goal, then that would be a lot easier. You would have a direction in which to go and the things you had to do. Almost seems too simple.
That is what the process is all about.
So, sit down, write out your goal or goals. Write out the plans you will follow in order to achieve your goal/goals. If during this process the details of your goals need to change, change them. If you need to add a goal or two, add them.
Go back to the planning phase and action steps. In this process, make adjustments as needed. I find that for major goals, I need to write out the goals and plans, then put the paper down for a few hours or even days, let the ideas ferment in my mind, then come back and work on them some more. Maybe I will go through that process a couple of times before my action steps are ready to start. But then I am off and running.
Remember what we all learned years ago in time management training. “For every minute spent in planning you save 4 minutes in execution.” For goal achievement purposes, planning is a lot more important than that.
Filling out your GPS worksheet is that planning phase so you will save a ton of time and not waste any energy in achieving your goals.
Regular systematic Prospecting is one goal we should all have; we can help in that regard.
Sell Well and Often,
Bill Truax
© Copyright 2007 WJ Truax
Bill Truax is a sales consultant and speaker from Cleveland, OH. He has 3 books, 2 CD’s, Seminars and Workshops on Prospecting and Making Cold Calls. He also speaks to sales teams regarding ways to make their careers more rewarding. Visit www.BlitzCall.com for product, program, and contact information.
For every minute spent in planning - To learn more about this author, visit Bill Truax's Website.
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We received a lot of requests for our GPS worksheet. So a lot of you have begun the real goal setting process. That is writing out your Goals, Plans and Steps - GPS.
I am sure that many of you are in the same boat as me. It is a lot harder than it looks.
Sure, we know what our goals are. But can we express them clearly? It is like looking through a telescopic lens on a rifle. If the target is blurry we won’t hit it. Once we adjust the scope and make it perfectly clear, we are then able to hit that target.
It is exactly the same with goal setting. We must make that goal perfectly clear which is why writing it out is so important. If you won’t write out your goals then don’t say you have them!
The next step clearly shows the importance of writing out the goal. That step is the Plans step. Here we develop the plan we will follow that will allow us to achieve our goal
Now I run into some challenges here since some times my Plans are really goals. Or I realize that my goal has a lot of details which need to be addressed.
So, should we just give up since this is getting confusing and sometimes frustrating?
Absolutely not, this makes the GPS process even more important. Giving up would make us achieve even less. That is why so many people achieve so little in life.
The true value of this process is in the details. When you have all the details, then goal achievement is much simpler.
If I give you a task that you have never done before, that will be a real challenge for you.
If, however, along with that task I give you instructions with 17 detailed steps you should follow and will take you from where you are now to the goal, then that would be a lot easier. You would have a direction in which to go and the things you had to do. Almost seems too simple.
That is what the process is all about.
So, sit down, write out your goal or goals. Write out the plans you will follow in order to achieve your goal/goals. If during this process the details of your goals need to change, change them. If you need to add a goal or two, add them.
Go back to the planning phase and action steps. In this process, make adjustments as needed. I find that for major goals, I need to write out the goals and plans, then put the paper down for a few hours or even days, let the ideas ferment in my mind, then come back and work on them some more. Maybe I will go through that process a couple of times before my action steps are ready to start. But then I am off and running.
Remember what we all learned years ago in time management training. “For every minute spent in planning you save 4 minutes in execution.” For goal achievement purposes, planning is a lot more important than that.
Filling out your GPS worksheet is that planning phase so you will save a ton of time and not waste any energy in achieving your goals.
Regular systematic Prospecting is one goal we should all have; we can help in that regard.
Sell Well and Often,
Bill Truax
© Copyright 2007 WJ Truax
Bill Truax is a sales consultant and speaker from Cleveland, OH. He has 3 books, 2 CD’s, Seminars and Workshops on Prospecting and Making Cold Calls. He also speaks to sales teams regarding ways to make their careers more rewarding. Visit www.BlitzCall.com for product, program, and contact information.
For every minute spent in planning - To learn more about this author, visit Bill Truax'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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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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