You need a goal that is realistic, but challenging. Take your highest income
year to date and increase that amount by 25 to 50 percent, whatever amount you
are comfortable with. Be sure to make your goal believable and achievable.
Ridiculous
goals do not motivate you; they demotivate you, because deep in
your heart, you know that they are unattainable. As a result,
you will quit at the
first sign of adversity.
Top salespeople in every field know exactly what they are going to earn each
year and each part of each year. If you ask them, they can tell you within a dollar
what they are aiming at every single day.
Low-performing salespeople have no idea how much they are going to earn.
They have to wait until the end of the year and get
their tax forms to find out
what happened. For them, every day, month, and year is a new financial
adventure. They have no idea where they are going to end up.
Put Them in Writing
To be effective, your goals must be in writing. Sometimes people are reluctant
to write their goals down on paper. They say, “What if I don’t make it?” You
don’t need to worry. The very act of writing your
goals down increases your
likelihood of achieving them by 1,000 percent—ten times—and usually far
faster then you expected.
Even if you don’t hit your goal on schedule, it is still better for you to have a
written goal than to have no goal at all.
Your Annual Sales Goal
The second part of goal setting is for you to ask yourself, “How much am I
going to have to sell this year to achieve my personal income goal?”
This should not be too difficult to calculate. Even if you work on a
combination
of base plus commission, you should be able to determine the exact
sales volume required for you to earn the amount of money that you want.
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