Starboard Commercial Real Estate

Hans Hansson | November 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 never happens.

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.
Posted 7 years, 9 months ago on November 10, 2011
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