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Decide what you want, build a plan and you can bet on the outcome.
To create a "goals program" for both yourself and your salespeople, start with this plan of action which contains these key elements:
- Starting Point
- Written Goals
- Have a Plan
- Roadblocks and Setbacks
- Checkpoints
- Scorecard
- Reward System
- Review
Starting Point
Before deciding where you want to go, see where you are. Get yourself a three-ring binder, plenty of paper, a pencil and a large eraser. Find a quiet spot and write out a clear statement of where you are today. Take your time; if you have been without a road map for this long a little longer won't hurt.
Written Goals
Writing crystallizes thought and thought motivates action! Begin to compile a list of what you would like to accomplish during the rest of your life. List both tangible (things, lifestyle) and intangible (identity, personal fulfillment) goals. You may want to consider such areas of your life as: Professional, Social, Financial, Spiritual, Family, Health, Sports and Educational.
After completing this list, go back and arrange the items in order of their priority – most important to least important. As you do this, be careful that your priorities are not all coming from one area in your life. You don't want to be the richest person in the graveyard or have the lowest handicap on the golf course while your family is stranded on the beach. If you are like most people, you will probably find many of the things you thought you wanted are not as important when viewed as part of the "big picture."
Have a Plan
Now that you have prioritized your goals, why do you need a plan?
- It will be easier to make things happen
- Knowing the big picture will allow you to make fewer and easier decisions. Sound planning will not always make it clear what your current decision should be, but it will make your decision-making easier. Ask yourself: Will what I am about to do help me in the attainment of my goals? Planning will allow you to make the best possible decisions about what to do now!
- You will be in control rather than being controlled.
- Planning is a continuous activity, not a periodic one.
- You will be better able to translate general goals into specific, measurable objectives.
- Planning will help you identify what must be done to insure desired results. Henry David Thoreau said, "In the long run, men hit only what they aim at."
Roadblocks and Setbacks
When you have finished setting your high priority goals, write next to each goal where the potential roadblocks and setbacks might occur. Then, assuming that they will actually happen, how will you handle them? These steps may be the hardest part of the goal setting program, but no one ever said making your life happen would be easy. The only thing easy in life is running around and shouting "What happened?"
Checkpoints
Decide on a realistic when for each of your goals. Once you have chosen a target date for each of your goals, break down each goal into smaller segments of minor goals. Select accomplishment dates for each of these shorter range goals. After all, if you were going to eat an elephant you wouldn't gulp him down, you would eat him one slice at a time!
Scorecard
Go! Using your plan and its checkpoints, act on it! You will begin to notice a new internal enthusiasm for life! What you have to do on a daily basis won't seem as painful and/or difficult, because you will know why you are doing it.
Will there be times when fear, doubt, worry, and discouragement creep in? Yes, but remember, John F. Kennedy set a goal for America to be on the moon in 10 years, it happened in seven. If humanity can go to the moon, you can achieve your goals!
On three by five cards, list those goals most important to you and have them with you at all times. Keep looking at them. Keep updating the cards. They will motivate you to keep going.
Reward System
Your adult self knows it is a good idea to work your plan. Your child self needs a reason why. Feed it! As part of your goals program, decide up front how you intend to satisfy the instant gratification needs of your child self, and then reward yourself as you accomplish your short-range goals.
Review
Nothing is carved in marble. As often as you like, step back and take a look at the big picture. Want to make a change? Go ahead, it's your life. A famous baseball player once said, "It is what you learn after you know it all that counts!" You now have a goals program you can use for your personal and professional life, as well as a tool you can use to help your salespeople accomplish more.
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