Differentiate yourself. Set winning goals.

One of the main differences between successful salespeople and those who struggle is how they use their time. According to Inc. Magazine, only 8% of businesspeople set and achieve goals. What is scary is that simple math reveals that 92% of businesspeople do not set and achieve goals.

As salespeople, we are continuously struggling to differentiate ourselves. One of the best ways to do this is to set goals for ourselves, but most do not. There are many reasons people do not set goals.

• Fear or negative self-talk
  
• Lack of buy-in or a belief they don’t work
  
• Lack of understanding of how to set goals
  
• Lack of discipline or commitment
  
• Having too many goals
  
• Not having a system to reach goals.
  
• Setting unattainable goals
  
• Setting the wrong type of goals
  
• Setting goals without a deadline
  
• Feeling overwhelmed and inadequate
  
• Failure to write and document goals
  

That last bullet point is one of the main reasons we don’t accomplish our goals. Our goals are not specific enough. Our goals are dreams until we document them. We must write our goals, review them frequently, and execute a plan to achieve them. Here is a seven-step process to accomplish any goal:

1. Identify what you want to accomplish and write it. Be specific. What is it exactly?
2. Time it – Decide on a date to start and finish your goal. Unless you have a start date and a target completion date, your ability to accomplish any goal is suspect.
3. List obstacles you may have to overcome to accomplish your goal. Identifying obstacles at this stage will minimize surprises, delays, and firefighting. It will help prevent them from stopping you. Develop contingency plans.
4. List people who can help you should you need it. Know how to reach them.
5. List the resources, skills or knowledge you need to accomplish your goal. Do you have all that you need, or will you have to acquire things? If so, from where?
6. List benefits of goal achievement. What do I expect to gain after accomplishing the goal? What is the incentive? Is it strong enough to ensure I maintain the discipline and desire to reach the goal despite setbacks?
7. Act on your goals every day. Review your goals and desired outcomes. Measure your progress. Are you on target? Do you need to adjust? Is the goal still a priority, desirable, or realistic?