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.