Chart the Pathway to Sales Success
Keith Rosen, an executive sales coach and author of Time Management for Sales Professionals, believes it is essential for salespeople to begin each year by creating "a personal navigation system." "It encompasses your vision, goals, and routine, providing you with a clear sense of purpose and direction," he says. "Having the end result clarified in your mind and on paper will make the process of reaching bigger goals easier and more enjoyable."
Here we present seven vital strategies for setting and achieving your sales goals.
I ran across this article while reseaching a ost for another weblog regarding an entirely different topic. It is not a real big hoopty-doo, but it goos practical advice.
I concur with most of it, with a caveat about number three. I don't necesarily advocate making your sales goals public. Not really. Most sales managers will require you to submit your sales goals, which they will put up on a board and use it to cook your goose and beat you up. Be realistic, not overly optimistic when it comes to these too-be-publicized goals.
It is always better to excede your public projections. So don't blow smoke when it comes to these.
Another reason to not make your REAL goals public is that you do not necessarily want other people, salesmen, managers, owners, to know your business. The reality is that many of these people regard you as competition or, unfortunately, even an expense. They secretly want you to fail.
So keep the private numbers that express your true ambitions to yurself. Of course, accountability does indeed help a person to stay on track. The article expresses that it is easy to break commitments to yourself. I disagree, but i will not make a federal case of this point. I will merely say to share your true goals to those whom you trust explicitly--your wife, father, brother, best friend, golfing partner--away from work--someone who will hold your feet to the fire, but who will not have any reason to use this information against you.
