By Keith Rosen, MCC
The Executive Sales Coach™
Extremely productive people take the time to define their goals and to create a road map toward what they want most. For those who wish to achieve greater levels of success, this is a consistent theme that I’ve seen in my years as a coach.
While some enjoy the excitement of strategizing for the upcoming year, others find themselves intimidated by the process of defining and setting goals. These people get caught up in trivial tasks and “busywork,” doing everything except the activities that yield the greatest return.
If you struggle to reach bigger goals, manage your schedule, or maintain your focus and motivation, this is your opportunity to design a Personal Navigation SystemTM that will enable you to accelerate your productivity and generate greater results.
A Personal Navigation System is similar to the navigation systems found in cars today. It’s the system that you use to navigate through life. It encompasses your vision, goals, strategy, and routine and provides you with a clear sense of purpose and direction. With this system, you can stay focused on your goals and on the path to your desired destination.
Running your business or managing your career without clear and definite goals in place is like driving from New York to California without a road map: you’re bound to wind up somewhere other than your intended destination.
Just like when building a home, your goals become your blueprint for success. Having the end result clarified in your mind — and on paper — before you become consumed by your daily responsibilities will make the process of reaching bigger goals easier and more enjoyable.
Here are three steps to make this your best year yet:
1. Develop a Theme
In order to achieve more, it’s your responsibility to exercise your super-vision. By this I mean the ability to see beyond what is happening today in order to crystallize the picture of what you want your career to look like tomorrow.
When you look back at the end of this year, what’s the one thing you want to stand out as the biggest highlight or strength? Do you seek extreme profitability, accountability, organization, exemplary customer service? Do you want to master time management, become systems driven, or develop and follow a sales and prospecting strategy? Is your desire and drive to cultivate a highly productive staff, an enjoyable business, a well-balanced or rewarding life? Create your theme by finishing the sentence “This is the year to…”
If you’re a manager or business owner, create more buy-in from your staff by having them create the theme with you. The theme then becomes your company’s barometer or checkpoint when acting to build your business.
Your theme complements your goals and the direction you want to travel, and enables you to prioritize the activities in which to participate.
2. Define Your Goals
If you can measure it, you can manage it. What is your gauge for success? While your goals need to support your theme, they must be specific, measurable, and have a deadline attached to them. It’s not enough to say, “I want to sell more and make more money.” Clarify what success looks like and write it down. For example, “I want to generate one million dollars in sales at a profit margin of X percent by this date.”
Take it to the next level and conduct a sales audit to determine who your ideal client is, as well as the type of projects that you enjoy selling, have a market for, and find most profitable.
3. Align Your Actions with Your Intentions
Many people spend time thinking about how they need to generate greater results, such as increasing their sales volume. The question is: Do you spend more time worrying about something than you do actually acting on it?
A client was complaining how slow business had become. I asked him, “On a scale of one to ten, where ten indicates your full effort to build your business and one means a lack of daily activities that generate new business, where do you stand?” He responded, “I’m probably a four.” I then asked, “How much time are you devoting to sales and revenue generating activities?” The response: “Two hours per week.”
The next time you feel frustrated because results aren’t generated quickly enough, consider that your actions may not be aligned with your intentions.
Now that you have defined your goals, identify the revenue-generating activities and tasks in which you need to consistently engage in order to reach your goals.
Next, build these activities into your schedule by assigning designated blocks of time for these activities throughout your week. Make them nonnegotiable to ensure that you use your time in the activities that are aligned with your goals; avoid becoming distracted or consumed with activities that may not move you toward achieving what you want.
Once you’ve completed this exercise, keep your goals in front of you as a constant reminder.
The fact is: It’s a lot easier to attain that which you want most when you know exactly what you’re looking for and have a map to achieve it.
About Keith Rosen, MCC — The Executive Sales Coach
Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.
If you’re ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or e-mail email@example.com. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.