Ensure 2008 is More Profitable than 2007

Everyone feels renewed on the day they set goals for the upcoming year (or quarter). They’ve got a plan and all signs lead to them achieving great things. Our optimism kicks in! And considering we are only 57 days away from the start of a new calendar year now is the time to start thinking about what you want to accomplish in 2008.

It's amazing to me that as each year marches on, many salespeople have a way of letting goals fade into obscurity. Its so sad, because I know that you are capable of achieving your goals, you just need a plan! The key is to create a goal setting model that works. And it’s not that difficult to do, provided you employ these four steps:

1. Make each goal quantifiable. It’s simple to say, "I want to triple my sales this year," but how realistic is a goal like that? To make goals stick, you need a breakdown of exactly how you plan to succeed. How many more cold calls will it require? How many presentations?

2. Execute on a daily basis. Once your goals are quantified, make a daily chart that includes the number of cold calls made, presentations scheduled, sales closed, etc. It’s the only way to chart your progress and adjust on a week-to-week basis.

3. Create a "To-Do List." Successful salespeople know goals are more than words on paper. Each week, make a list of the top five things you need to adjust in order to achieve them. The following week, they replace the ones they’ve accomplished and continue to work on the others.

4. Create constant rewards along the way. You are the ultimate manager of you! Lasting success comes from when your motivation comes from within - not an outside source. To help along the way, provide yourself an incentive at key milestones. Try setting up small bonuses for meeting benchmarks along the way. Treat yourself to a purchase, a trip a day off or coffee with a friend. One way to achieve long-term goals is by focusing on short-term ones. I believe that what gets rewarded gets repeated.

Cheers, Colleen
Toll Free at 1-877-364-2438

"Colleen, one of our reps went from one or two conversations out of 10 cold-call connects and no prospects (previous week average), to 6 prospects from of his 10 cold-calls on the day immediately following your training. That is a pretty dramatic and immediate result!" – Thanks, Lewis Prochnau Corporate Sales Manager Protus IP