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How to attain sales goals by focusing on actions - sales-training


When I broke into sales in 1986, I read a number of books that talked about how chief it was to set goals if you sought after to attain success. I bought into the idea finally and in progress characters down broad lists of goals that I likely to achieve, along with due dates for each goal. Per the guidance in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on amazing vacations, that kind of stuff. And, every day, more than a few times a day, I visualized what my life would be like after I had achieved my goals.

So, how much brunt did those goal-setting and hallucination exercises have on my performance? None - nada - zero - zilch! For the duration of the next two years I didn't come close to achieving any of my goals! In fact, I wasn't even construction an adequate amount money to pay my bills. I had to keep patter belief cards to make ends meet, and I was going auxiliary and advance into debt.

I after all became so disgusted that I threw away the books and tore up my pages of in black and white goals. I absolute that, from that point on, I would focus on my daily activities. In other words, I would work hard to do the right belongings at the right time, each and every day. If I accomplished that, I figured that I would at least be able to pay my bills and not go any additional into debt.

I became a extremist about prioritizing my activities. I would ask for myself at least 20 times a day, "Am I doing the definite most important thing I could be doing right now to make a sale? Can I push off what I'm doing right now to ahead of or after advertising hours, and use this time to do amazing that I can't do beforehand or after hours?"

Do you know what I exposed when I in progress asking for my part those questions? I bare that I was not prioritizing my daily actions very well. In fact, a lot of the time I was just responding to wishes at any time they came up. For a salesperson, that's suicide. After all, time is the only catalog we have!

Because of my new focus on doing the right tricks at the right time, I ongoing asking colonize when they desired the effects they were asking for, and why they desirable them then. Often we came to the joint assumption that the tasks were not as time-sensitive as the earliest ask for made them act to be. I could push off many tasks to late in the day or early in the morning. That gave me more time for prospecting and qualifying opportunities at some stage in advertising hours.

Yes, I worked a lot of ten to twelve hour days since of the sum of work that I pressed off to already and after promotion hours. But, you know what? It was worth it!

After one year I had augmented my earnings by approximately 45%. I could after all pay all of my bills each month, make more than the bare minimum payment anti my acclaim cards, and still have some money left over for fun. The back up year I doubled the prior year's income and achieved the six-figure earnings that I had never approached when it was one of my on paper goals. I was able to pay off all of my acclaim cards, make a down payment on a new car, save some money, and begin to enjoy "the good life".


If locale goals has worked for you, by all means, keep doing it! However, if you have been less doing well that you want to be in achieving your goals, try the complementary advance that is described in this article. Focus on your daily activities. Ask manually 20 times a day, "Am I doing the distinct most important thing that I could be doing right now to make a sale? Can I push off what I am doing right now to beforehand or after promotion hours, and use this time to do a little that I can't do ahead of or after hours?"

Be direct with manually when you counter these questions, and hold manually accountable. Be converted into a master at prioritization. Switching your mental focus from goals to tricks could be your path to success, just like it was for me!

Copyright 2005 -- Alan Rigg

Sales act knowledgeable Alan Rigg is the cause of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Achieve and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www. 8020performance. com.


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