Setting Goals to Create Sales Success

It’s that time of year again. With a few weeks left of 2015, I hope you’ve given 2016 careful thought and examination. It’s time to figure out what’s worked, what hasn’t and create goals to achieve greater results in the new year.

When a plane takes off, the pilot knows all sorts of specifications so the destination can be reached. The exact coordinates of the destination, the amount of time it will take to get there, and other details are confirmed before takeoff to ensure the safe and timely arrival of the flight.

A similar process is required for successful goal setting. You must set goals that are detailed, time specific and achievable in your mind in order to create success. ← Click To Tweet

The following are example goals that are more likely to generate positive results:

– “Increase written and oral communication skills by attending 5 seminars or workshops by December 31st, 2015.”

– “Double next month’s sales results by prospecting for an extra hour each day.”

– “Make 20 new professional connections before December 31st, 2015 by attending 10 networking events or gatherings by the end of the year.”

Notice how each goal has a well-defined result, a time frame and a general “plan of action” to achieve it. Not only can these goals be easily measured and executed, but they are reasonably realistic while still maintaining a respectable “reward” for putting in the work.

Let’s compare these with the types of goals that most sales leader set:

– “Become a better leader”

– “Get team to create more sales”

– “Meet new professional contacts”

Notice how these statements are far too vague and don’t stir up any particular degree of excitement.

It’s difficult to measure any actual success with these goals because they are poorly defined.

For example, if you make one more sale next month or meet a new professional contact tomorrow, have you achieved your goals? More importantly, are they a result of your hard work or a result of chance? The answer will vary from one salesperson to the next because it lacks a timeline and more detail. Also, without any particular blueprint to achieve these goals, most people will never actually move towards achieving them.

When setting goals, it’s important to focus on detail, timelines and a possible “plan of action.” You may reach your goal in the exact timeline you set in precisely the method you outlined. However, the likelihood is there will be some variance in both your results and the way you achieve them.

The most successful goal setters understand that even more important than the goal is the process in trying to achieve it. The person you become and the experience that you gain is almost more important than the goal itself. Goals simply “force” you to work toward a positive result.

With that in mind, start setting well-defined goals and enjoy the process while you work to achieve them. The important thing is that you learn and grow and a salesperson and as an individual!

Let me know in the comments below…what’s one goal you’ve set to achieve by the end of the year?

If you want to learn strategies that can help you reach your sales goals, check out my book Nonstop Sales Boom…get it now!