This Psychology of Sales topic is a biggie: goal setting. If you've been in the sales industry any reasonable amount of time, you've likely been exposed to goal setting, and may already use this valuable practice. However, you might be surprised to learn that many people are using goal setting strategies improperly (or ineffectively), thereby producing results that fall short of their true potential. In this article, we'll look at strategic tips for powerful goal setting.
Be Specific
All too often, a person may set a goal that is not specific or measurable, thereby making it not only difficult to hit the goal, but to know when it's been achieved. For example, if you've ever set a goal to "be healthy" or gain "financial freedom" it's unlikely that you actually achieved this goal, because it's far too vague to focus on as an end result. If you did desire to improve your health, you could pick a specific benchmark to measure, such as the distance you can run, or lowering your cholesterol to a number under __ (some specified number), or being able to climb three flights of stairs without becoming winded, etc.
Set Goals and Targets (and Know the Difference)
A mistake made by many sales professionals involves setting targets and mistaking them for goals. A target is a task or a to-do item to achieve; a milestone or marker en route to a bigger goal. A goal is an end result, and one that inspires and drives you. For example, you might have a goal to buy a brand new BMW, and you might set specific sales targets to get you there. Setting targets without a goal is like trying to win a race when you're blindfolded. If you can't see where you are, and you don't have measuring points to check your progress, you have no idea whether or not you're winning (or even close to the finish line). Your targets should support your goal.
Infuse Passion and Emotion
Your goals should excite you; they should light you up and inspire you to press onward. Never set goals to "get by," get out of debt, or pay your mortgage. Assume that you can achieve what you need, plus a whole lot more. Focusing on your passions is what will keep you going when the going gets tough, and it keeps you from getting bogged down in life's "have-tos".
What are you most passionate about? It might include material possessions like clothes, a car, or a new house, or it might include intangibles such as vacations, time spent with family, or being fit and healthy. You might be passionate about contributing to a particular organization or community. Whatever excites you most is what you should focus on when setting goals.
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