Time to Get Ready for 2012 - The Importance of Goal Setting
Nov 10, 2011
We are nearing the end of 2011 and as salespeople we need to start planning
for 2012. The problem is that most salespeople suffer from ADD type symptoms: We
are multitaskers, we live for the moment and planning ahead is not our strength.
Managers, coaches and mentors will tell us that now is the time to set goals for
next year; look back at what worked for you this year and what didn't and figure
out what to do differently in the coming year.
I consider myself to be fairly structured as a salesperson. I am diligent
about setting up a plan of action for each year and I review what worked for me
and what didn't throughout the year. Over the course of the year I review my
goals and try to make adjustments, but like most, I fall short in the full
implementation of my goals and each year I tell myself I will be better about
sticking with my plan and letting my plan dictate my actions. Unfortunately, it
So why even go through the exercise of setting goals if it falls against the
grain of how we actually do business?
The simple act of setting goals increases the likelihood that they will be
achieved. It allows you to be on the same page with your financial goals and
provides you with a day-to-day guide. This applies to every task you set for
yourself; it's your guide to success.
Goals only work if you measure progress. If you focus on specific written
goals and consistently monitor your actions towards completing them, these goals
often times will be accomplished. This also means you had better pick the right
goals, or the wrong ones will get done. The rule of thumb on goal setting is to
check your results every thirty days. I would recommend calendaring a review
every 15 days to make sure you are working on your goal set for the that month.
The most important thing needed to do to make sure your goals are in fact
met, is to create a single point of accountability. If you cannot create
personal accountability yourself, then you need to make sure someone else takes
on that role. Finally, you need to reward yourself if you meet your goals.
Figure out ahead of time what that reward should be and make sure you allow
yourself that reward if your goal is met. It could be something as simple as
taking yourself to a nice new expensive restaurant or planning a special weekend
trip. Whatever your reward is, it needs to be important enough for you to push
yourself to achieve your goal.
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Written by: Hans Hansson
Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 26 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email firstname.lastname@example.org or call him at (415) 765-6897. You may also check out his website, http://www.commercialspacefinder.com/.