Once you have decided your annual income and sales goals, break them down
by month. How much will you have to earn and sell each month to achieve your
annual goals?
Once you have your annual sales and income
goals and your monthly sales
and income goals, break them down to
weekly sales and income goals. How
much will you have to sell each week in order to achieve your long-term goals?
Daily Sales Goals
Finally, determine how much you have to
sell each
day to earn the amount
you want to
earn each day.
Let us say that your annual income goal is $50,000. If you divide $50,000 by
12, you get approximately $4,200 per month. If you divide $50,000 by 50, the
number of weeks that you work in an average year, it comes out to $1,000 per
week. Now you have definite, specific targets to aim at.
Set Clear Activity Goals
The final step in setting sales goals is for you to determine the specific
activities
in which you must engage to achieve your desired sales level. How many
calls
will you have to make to get how many
appointments with prospects? How
many presentations and callbacks will you have to generate
to achieve a specific
level of sales?
When you keep accurate records day by day and month by month, you will
soon be able to predict with considerable accuracy exactly what you will have to
do each day and each week to achieve your monthly and annual income goals.
Let us assume that you will have to make ten prospecting
calls a day to get
sufficient appointments to make enough sales to achieve your goals. Make it a
game with yourself to make your ten prospecting calls before noon each day. Set
this as your daily activity target, and then discipline yourself to follow through
on your plan.
Get on the phone by eight
or eight thirty in the morning, or get out and cold-
call, if you have to. Whatever you do, force yourself to make your ten calls
before noon,
every single day, until it becomes a habit.
before noon, every single day, until it becomes a habit.
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