Create Your IMPACT Sales Goals
“The greater danger for most of us isn’t that our aim is too high and we will miss it, but that it is too low and we will make it” Michelangelo
Sales goals with IMPACT are inspiring, measurable, possible, actionable, clear and time-bound.
In this session, you are going to explore and create an action plan for your sales goals.
You’ll learn;
1) To have a simple and effective goal action planning system
2) To develop goals that are clear, and have actionable steps
3) To decide the non-negotiables that will lead to you achieving your plans
“Salespeople with a strong sense of get-better goals set themselves higher targets put more time and effort into their sales and engaged in better planning. The stronger their focus on getting better, the more units they sold”. Don VandeWalle
10 Powerful Goal setting questions
1) Are you defaulting to over-optimism on time?
Very often it’s not the goal that’s unrealistic, it is the timeframe we set ourselves.
Be realistic.
2) Do you have a plan?
Remember to break your goals into small actionable steps. And you achieve the goal one step at a time. Have you clarified the actions and their priority?
3) Do you have the level of commitment needed?
Your energy and your commitment are essential to achieving your sales goals. Have you got belief to do anything to make it happen?
4) Are you prepared to stick it out?
Napoleon Hill referred to this in his book Think and Grow Rich as being “3 feet from gold”. A prominent prospector in his search for gold gave up and sold his goldmine to another prospector.
The new owner employed a surveyor. The surveyor recommended a small change in direction, and 3 feet later they had struck the largest gold deposits in the area. Patience is sometimes needed. The results don’t always flow instantly but if you persevere you too could be “3 feet from gold”.
5) Do you maximise time?
Do you focus when you work, or do you get distracted? Do you build in enough relaxation, and thinking time? Science has taught us that we have about four hours of focus a day. Yes, just four hours. However, if you use those four hours effectively, you can produce up to 400% more. So when it comes to focus less really is more.
6) Do you have a great support mechanism?
Everyone needs support. Do you surround yourself with those that support, or undermine your dreams? Sales leaders have mentors and strong support systems. Develop your own.
7) Is your goal achievable?
It is so important that you believe in your goal. Aim too high, the size of the goal can inhibit you. Aim too low, and you may lack motivation. Self-belief is critical to your success.
8) Are you prepared to meet failure head on?
There are bound to be barriers and failures along the way. Are you willing to meet them and just get over them? In sales, we face barriers every day. No is a common currency for sales leaders. Learning to accept setbacks builds resilience. And in sales, you need a lot of resilience.
9) Do you have the right skills?
Are you getting better or have you plateaued? You need to invest in your personal development continually. Read daily. Read and learn from the masters of selling. Watch webinars. Attend seminars. Get a sales coach. Be the best you can be. And never accept you have achieved perfection.
10) Do you have a clear picture of success?
What will success look, and feel like for you?. Are you clear about the benefits of achievement? Will it all be worth it? Hold that picture of success, and revert to it as often as possible.
Now Create Your IMPACT Goal
Step One
To qualify as an IMPACT goal, it must be
- Inspiring (enough to get you jumping out of bed every morning)
- Measurable (you must know your starting point and where you want to finish up. You must also understand what weekly measures should you track, to know you are making progress)
- Possible (I know you are often encouraged to reach for the stars. But, some singers on X-Factor can’t sing. They just don’t know it, or won’t accept it).
- Actionable (Can you take actions or steps today towards your goal?)
- Clear (Write it in simple, clear language. A nine-year-old should understand it in an instant)
Timebound (Set clear deadlines for yourself and your sales teams)
Step Two
What are the actions you need to take now, and going forward to achieve your goals?
What are your top 3 priorities?
What are the critical 90-day actions to be completed?
What learning and development training do you need to finish in the next 90 days?
What people do you need to leverage to help you achieve your goal?
What time, is required to complete your goal?
What days and time slots will you allocate to achieve your goal?
What level of accountability will you need to help you achieve your goal?
What resources will you need to help you achieve your goal?
What barriers will get in the way of you achieving your goal?
How will you overcome these barriers?
Step Three (What are your list of non – negotiables?)
At Insthinktive Sales Leadership Ltd. we are passionate about self-discipline. We believe this is such a central success principle that we’ve named these disciplined habits. We call them non-negotiables.
Now you need to decide your non-negotiables. The new habits or behaviours you MUST complete daily, weekly and monthly.
To do this, we suggest you focus very clearly on the biggest impact behaviours you’ll need to integrate into your week.
For example, I believe that a sales leadership non-negotiable is to spend 30 minutes daily in pure thinking and planning mode. And I advocate that this is a daily first thing. Simple but not easy.
What are your non-negotiables?
1)
2)
3)
Key Takeaways;
Remember this
Goals with IMPACT are inspiring, measurable, possible, actionable, clear and timebound. But, goals without daily execution are just dreams. Focus on your daily non-negotiables and you will commit to incremental steps to achieving sales leadership.
Best regards
Ronan Kilroy
Call me on +353(86) 7732201
Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
www.insthinktive.com
More Sales, More Consistently, In Less Time
