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February 2, 2009 By Pensare Group Leave a Comment

Sales Success and Goals

90% of people in direct sales set goals but never reach them! Why is that?

We see from surveys, experience and observations that many sales professionals set goals for themselves or the business yet never reach them. We want to reach the goal, but we often fall short. Did you ever wonder why and what to do about it? Here are some common reasons and approaches.

We lack motivation. Consider evaluating the goal and the benefit of achieving the goal. Many times we find that the lack of motivation is the result of losing sight of the end game or personalizing why life will be better if you achieve this goal. Clarify for yourself exactly why dedicating effort to achieving a goal is critical to your eventual success.

Goals are not congruent with our values and beliefs.You will continue to struggle working towards goal completion if they do not align with your internal compass. You are much more likely to address deeper personal objectives. Make the connection between where you focus your sales efforts and your beliefs.

Goals are too easy or unrealistic. Find the fine line of setting goals realistically high or there may be no desire to attempt them at all. If our goals stretch us enough we are exhilarated once we achieve them, then our goals are set realistically high. When set too low (that is, too easy to achieve) or unrealistic, we often find ourselves not working to achieve them because we simply don’t see the point.

Goals are not our own.  We may not connect to the reason behind achieving the goals resulting in lack of motivation discussed above. Evaluate each goal and determine the “WIIFM” (what’s in it for me). Goal achievement proficiency sky rockets when we truly understand our own role in the effort and the personal impact of the results.

We don’t write down our goals. Without a written plan, we find ourselves unprepared to address obstacles that come up along the way. In this fast-paced world, people vie for our time, which can derail achievement of our goals. By creating a written action plan to achieve our goals, we will have a clear path defining who, what, where, when, why, and how we are going to accomplish our goals as well as where we are on the on the path to success.

Goal setting is one of the most powerful sales tools known. It can help us achieve more in less time! It is one of the common denominators of all high achievers.

In fact, crystallizing goals is the first step to Success in Sales. Why? Because the key to success in sales is excellence! The key to excellence is planning! The key to planning is commitment! The key to commitment is having a clear picture of your future and how you plan to achieve it!

Source: Gary Sorrell, President of Sorrell Associates, LLC. All rights reserved worldwide. Copyright protected.

 

Filed Under: Sales

January 1, 2009 By Pensare Group Leave a Comment

MAKING 2009 YOUR BEST YEAR EVER!

The holiday season is behind us (stated with a true combination of regret and relief), and as we return to work and begin to focus on the year ahead, a common question exists for many of us. “What, exactly, do I need to do differently this year from last to truly succeed?”

Of course, our individual definitions of success are as diverse as we are. That is what makes our work at the Pensare Group both fun and rewarding. Helping our clients define success, identify the obstacles that truly stand in their way, and implement an plan of action to make real progress regardless of the road blocks is not only what we love but also our definition of success!

2008 was a remarkable year for us, and we were honored to share so many great experiences with our clients, their management teams, sales teams, and in some cases their clients! We’ve shared the joys of the newly landed “mega client,” and the excitement of seeing new business processes and team strategies translate into results thought to be impossible. We’ve worked shoulder to shoulder with our clients as we all struggle to deal with some of the economic realities that revealed themselves this year.

At the Pensare Group, we are doing several things differently this year from last, and we are very excited about our 2009 Action Plan. One of these changes is to add a more personal voice to our newsletters and to share more of what we are learning throughout the year. Many of you have told us that you enjoy our “business briefs”, so we will continue our pattern of sharing those articles that we think are the highest possible value (for the shortest possible read) while adding a few of our own insights along the way. We’d love your feedback – so let us know what you would like to see covered in upcoming newsletters.

In the meantime, let us again ask the question, “What do you plan to do differently this year, and how do plan to implement that change?” This is our favorite question to discuss, so don’t hesitate to contact us to share insights over coffee! For now, Happy New Year! May this be your BEST year ever!

Filed Under: Planning

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