TSE 1520: Three Mistakes Salespeople Make When Setting New Year Goals

It’s easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previous year. So on today’s episode of The Sales Evangelist, Donald discusses the three mistakes salespeople make when setting goals and how you can prevent those same pitfalls. And happy birthday to Donald’s sister, Jessica! 

1. Don’t set huge goals without a plan.

  • A Harvard study revealed that people aren’t likely to succeed in huge goals.
  • The key is to set micro-goals that are far easier to obtain and make you happier.
  • The 12-Week Year concept is powerful because it does precisely that – breaks down an overarching goal into smaller, easier-to-obtain segments.
  • Whether it’s to make a million dollars in sales or lose a certain amount of weight, micro-goals are far easier to obtain than a massive goal.

2. Be more descriptive when setting goals

  • 65% of the population are visual people, and it’s natural for humans to think in pictures.
  • If you have a goal in mind, making it descriptive allows you to visualize and thus better understand why the goal is important in the first place. 
  • If your goal is to hit a quota, what are the benefits of hitting that quota? Associate the benefits and results of the goal with the goal itself to overcome objections you might create for yourself.
  • To learn more about the benefits and how to engage in a descriptive mindset, check out the Sales Evangelist Sales Mindset Training Program

3. Set a goal, not a dream.

  • It takes discipline to accomplish a goal. And you might have habits that are in direct conflict with achieving a goal.
  • You can’t just wish on a plan – set it up and designate steps to accomplish that goal to see it come true!

4. Of course, a bonus: Believe in yourself!

  • Whether in personal or professional goals, many people don’t believe in their ability to reach them.
  • Affirmations are a great way to affirm your beliefs in yourself. The problem – they’re typically too vague,
  • Keep them in the present tense, keep them visual, and keep them descriptive. It’s a great way to force yourself to believe in yourself and your goals.

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This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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