Goal Setting

March 3, 2007

Boy has this week flown by.

Hi everybody. Remember, Saturday is open forum day and I answer any and all questions that I didn’t address during the week. Also the best question receives a special gift from “The Specialist”

Lets get started on tonight’s topic, “goal setting”. It is almost impossible to put in order all of the things that are vital to mastering becoming a professional salesperson. What happens is, in my travels or conversations each day, someone’s predicament or comments trigger my daily posting.

Goal setting is one of the most important things, not just in sales but in life! Imagine playing darts at your favorite neighborhood bar but you have to play BLINDFOLDED! How could you possibly hit your goal? The sales profession is exactly the same. You have to have something you can shoot for. It is imperative that you write your goals down so you can see them daily. I kept impeccable records during my 39 year sales career. I have ledgers of every person I sold since 1972. It is very difficult to plan where you want to go if you don’t know where you have been. So you say, I set goals and after a few weeks of not hitting them I throw the paper away or conveniently misplace it so I don’t have to see it. I understand. You HAVE to set goals that are obtainable. For example, lets say you wanted to lose 100 lbs. in 3 months. What is easier…lose 100 lbs. in 3 months or lose only 33 lbs. a month? Or better yet loose 8 lbs. a week? Or better yet, how about only 1 lb. a day? Anybody can do that! The secret of successful goal setting is taking your big goal and breaking it down into a bunch of little obtainable goals.

I once knew a man that religiously saved 10% of every dollar that ever came into his hands, even birthday money he received from his relatives. By age 45 he had amassed over $500,000 in cash! His big goal was to have over $100,000 in his savings account by a certain age. Instead of being overwhelmed by the enormity of his goal he just did 10% at a time and not only did he achieve his goal but after reaching his goal he took the next step and reevaluated his goals and set new ones.

With sales I did the exact same thing. I didn’t get overwhelmed by the enormity of what it would take to win my 1st “man of the year” award. Instead, I took it month by month and was the best salesperson in the company, one month at a time. That year I only won 11 of the 12 months but no one else was even close. Result…I reached my goal and became “man of the year”. Whether it be sales, finances, management goals or something else, there are a few basics that will ensure that you reach your goals. One is, write your goals down and post them somewhere where you will see them everyday. Second, break the ultimate goal into a bunch of little goals that are in your reach. Finally, set a deadline for your goal. If you say you want to lose 100 lbs. but don’t put a deadline on it, you have given yourself a way out. NO GOOD! You must have a deadline. I know this will be of help to you and in further postings I will elaborate more and will be glad to help anyone with setting up your goals with you. Have a great night…

“The Specialist”


4 Responses to “Goal Setting”

  1. Success Says:

    Nice reminder about goals. Thanks,


  2. Chris Says:

    Excellent advice for any salesperson! You say you would help anyone with their goals? Well, I have an extremely important goal of my own that I am finding to be very overwhelming. I have recently found myself with the opportunity of a lifetime. I am a very young and inexperienced salesperson, but the opportunity arose for a management position in early April. My goal, is to be as prepared as I could possibly be to take on the task. I am getting out of the Navy soon and then will be taking on this management position. I have some, although limited, supervisor experience but none of this magnitude. I have a long list of books I am going to try and crunch into my brain during this short month, and I will try to do the best I can from hands on experience with my immediate supervisor at the store, but the person I would call my “mentor” has left and will not return until April. So, that leaves me without a brain to pick during work hours. To get to my question, What would be your advice for a young management bound salesperson like myself? I know experience is everything but, that takes time, of which I am very limited. Thanks in advance, and keep the great advice rolling!

  3. glenn Says:

    So, I retract my previous question about beliefs and put this new one up in it’s place. My new question is, “Why is it that I feel the strongest right after a sale?” Also, I will be on here more frequently. So, you will be hearing more from me as I learn from “The Specialist”.

  4. Anonymous Says:

    How do i get ove the nervousness of beinging in front of fourty some odd people to speak of in my case sing a solo? i am really nervous.

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