While most companies set goals (quotas) for their
salespeople it’s important for the salesperson to set his own personal goals,
not only to hit his numbers but also to maximize his full potential. In doing so the “overachiever” is
striving for true greatness and money becomes, almost, an after thought. The great ones—in sports,
entertainment, politics, and, yes, business—get up every morning with their competitive
juices flowing and go out into the world to conquer, to win. Money is only the icing on the cake.
And most of these professional, if not all of them,
set goals for themselves.
There are various time periods in which to set your
goals (yearly, monthly, weekly) and it’s advantageous to have several over the
calendar year (and beyond) because if shorter goals (weekly) are attained it
makes it easier to hit your long-term (yearly) goals.
Get Them Down on Paper
Type up your goals or write them out longhand and
keep them close by. Review them
now and then when you lose focus or desire or become too complacent. They’re an excellent motivational
reminder and a precise indicator of the progress at hand. “Hey, I’ve got to stay on track here,
don’t slip!” Or “I’ve crushed this
goal, let me crush the next one.”
You might be able to remember your goals but by putting pen to paper or
printing them out you are subconsciously making more of a commitment to the
process. Besides memory fades
while the physical piece of paper you’re holding doesn’t.
Putting pictures or photos on your desk and/or
computer helps reinforce your mission(s).
You may place a photo of the type home you hope to live in one day (one-year goal; five-year goal), or the car you hope to purchase (six-month goal),
or picture of the college mascot (bulldog) of the school (Yale) you hope your newborn
daughter will attend (ongoing goal!) one day. These visuals are quick reminders of why you come to work
every day and do what you do. It’s
amazing to me how many people “float” while they’re at work. They have no idea why they’re there, just know that they have to be there.
It’s a survival mentality in the worst way. Floaters are definitely not goal-oriented. Setting goals helps you avoid being a
The most common goals you hear of in the office
are quarterly, monthly, and weekly, but what about half-day goals or hourly
goals? These are short, intense
“missions” outside of your long-term plans. They can help re-energize a slow day or
stimulate your competitive drive.
“I’m going to make more calls and get more decisions
over the next two hours than Joe.”
“I’m going to set a personal record over then next four hours.”
These are positive mind games that not only take the
boredom out of the job but help contribute to longer works in progress.
Write out your goals. Cut out photos of the things you’d like to attain monthly,
quarterly, and yearly. Review your
written goals periodically and by all means look at the pictures on your
desk—of your family and the things you want for your family.