Everyone wants to achieve success in business and in life. But, most people struggle with how to navigate the obstacles and detours life puts in your way. I read two books this week, a book on leadership and a book on warm sales prospecting. It was interesting to me that both authors urged readers to seek counsel from experts and to dig into their own past experiences before taking action. They both stated that a clear well-defined strategy and focused attention on your goals will allow you to chart a course to success.
Why Goals Are Important to Success
As a salesperson, you may have just received your budget and attended the annual kickoff meeting. So, now it’s time to get prepared for 2019 success. Whether you are a salesperson in a corporation, or you perform the sales activities for your own company, the advice of the above-mentioned authors is sound. You are the executive in charge of your success. You can’t achieve success without a clearly defined goal and a plan for achieving the goal.
The Amazing Difference a Written Goal and Preparation Make
I want to provide an example of the value of written goals and thoroughly researched plans by summarizing a story of two explorers as told by leadership coach John Maxwell. Both Roald Amundsen and Robert F. Scott set out to be the first person to reach the South Pole. Admunsen and his team successfully reached the South Pole and successfully returned home. However, Scott was unprepared for the many challenges he encountered. When he arrived at the Pole, Amundsen had come and gone. On the way home, Scott and his team perished 150 miles from base camp.
What was the difference between the two teams? Both men had the same goal but Admunsen’s advanced planning and attention to detail made all the difference. For example, he used the input he obtained from the Eskimos. He chose dog sleds rather than Scott’s choice of motorized sleds and ponies. Scott’s choice could not survive the bitter cold. Admunsen’s supplies, clothing, and even the team’s choice of protective glasses were more deeply investigated and incorporated in the plan. There were bumps in the road, but Admunsen and his team were well prepared. Like him and his team, you must be able to see ahead and plan for the bumps in the road that inevitably will occur.
Research Shows Top People Set Written Goals
Dave Kurlan, of the Objective Management Group, published survey results and a blog post comparing the top salespeople with those that fail. Successful salespeople scored 100% in two areas, a strong desire for success and having written goals.
Hints and Tips
So, here are some hints and tips for getting started. We will provide more information in future posts:
- Write your response to these questions: What is your long-term goal and what are your 3 to 5-year goals? Finally, what is your goal for the current year? Include both your personal and financial goal.
- Research and determine what are the critical few things you must do for overall success?
- Set metrics and milestone checkpoints to ensure you are moving toward your goal. Be agile. Check your progress and make adjustments when necessary.
- If you don’t have specific assigned accounts, then you need to determine the target markets you will focus on and their order of importance. If you have assigned accounts, you need to set the divisions or departments you will focus on and their order of opportunity and importance.
- Determine the information you need to know about the companies and your prospective contacts. What are their issues?
- What do you have to offer that meets your prospects perceived needs? What is your competitive edge? Use this information to develop your value proposition.
- What actions will you take? Map out an implementation plan that includes face-to-face meetings, phone calls, direct mail including postcards, email and yes, letters sent through the post office. Handwritten communication delivered by USPS is actually more likely to be opened than an email message.
- Keep your plan simple and well documented. Then work your plan and monitor your progress.
Leadership coach John Addison says, “Lucky breaks come by chance, success comes by choice.” Choose to set a written goal. Then create a strategy and prepare to achieve it. Follow your plan to success.
Look for more posts on sales, storytelling, and streamlining your business. Watch for our upcoming learning event on Presentations and Storytelling for Business.
Best Wishes for Success in 2019 and beyond.
Phyllis & John