In Donald Kelly, Goals Setting, Resolution, Sales Healthy, Sales Training, The Sales Evangelist

Sales Training; Donald Kelly; New Years ResolutionThis is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set some resolutions and goals year after year, but the real question is – are you making them happen? Are you accomplishing your goals? Or do you end up pushing yourself too much?

So the second principle that I’ve learned from my little run last week is this:

Focus and setting incremental goals.

When you haven’t run for some time and then you pick up running again, you have to work your way into it. My house is about 2.5 miles away from the ocean. After some time that I’ve put off my running shoes, I decided to get back into running and so I ran.  I hit a mile or so just to get started and then pushed myself to go a mile and a half. Then pushed myself further to go all the way to the ocean. And so I did! I did end up at the ocean. But I didn’t see the exhaustion coming. I was too tired to run back home so I ended up walking.

And so looking back from that experience, here are some things I’ve learned that also ties into setting sales goals.

1. Do small amounts.

Sometimes we bite off much more than we can chew. You’ve got all these goals, but sometimes that’s not the best thing to do. You need to push yourself of course, but don’t go out and try to do more than you can handle. Do it in incremental amounts.

In my running experience, when I “failed”, where I got to the beach and I couldn’t make my way back, I learned I needed to pace myself and set those incremental goals.

If you want to have 5 opportunities that week, what are you going to do to get those? Set those goals and once you can accomplish them, then you can increase in small increments and aim for getting 2 opportunities a day.

2. Set realistic goals.

Set goals that you can accomplish. Push yourself but don’t make them unrealistic.

Don’t put yourself up for a failure with unrealistic goals. Set goals that are going to make sense, meaningful, can be measured, and that can drive results to you and your organization.

3.Make a clear path for your goals.

What are you going to do to accomplish that goal?

  • Attending a networking event
  • Going to trade shows
  • Making calls

Whatever it is, set those incremental goals and work towards it.

The last thing you want to do is push yourself further than you can go, get burnt out and then you feel like you failed.

Put plans behind your goals, be it, numbers, names, etc. or whatever path you can draw behind all of that. With running, I know exactly what path I’m going to take and where I’m going to go, so I know I can have the best results.

Set up your path. Lay out your plan so you know where you’re going and how you can accomplish what you’re going after.

4. Focus and apply the 80/20 principle.

Don’t try to go after every industry. Focus on the industries that are best for your business, ones that will give you greater results. Focus on the things you can do 20% of the time to gain 80% of the return. Don’t do time consuming activities that don’t yield the results you are planning to accomplish. You want to gain greater results not greater failures.

Focus. Focus. FOCUS!

Well, tell me more about your goals. Do you have plans to accomplish BIG THINGS in 2015? Share with me you’re winning strategies. I am excited to hear about them! Remember as always, I want you to go out and DO BIG THINGS!

 

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