1. Goal setting focuses your efforts and improves your direction in life.

2. Goal setting encourages you to set priorities and become more organized.

3. Goal setting turns your wishful thinking into reality.

4. Goal setting points out your successes as you achieve them, motivating you toward further success.

5. Goal setting improves your self-esteem.

6. Goal setting makes you responsible for your own life. It defines your own value system.

7. Goal setting makes you aware of your strengths and allows you to overcome obstacles and solve problems.

8. Goal setting points out your weaknesses. You can begin setting new goals to improve in those areas and to turn them into strengths.

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This may be a hard question to answer. But once answered in writing, you are well on your way to achieving what you want out of life.

One of the greatest lessons I discovered while working in sales was how we are always setting sales targets and objectives, and being measured against them. This is a good practice and keeps us focused on our sales targets. Why not apply those same goal setting and monitoring strategies in our personal lives so we can stay focused on our dreams and get what we want out of life.

Today, in most organizations, management devotes enormous energy to setting work objectives and to conducting performance reviews for individual employees. Corporations go through this time-consuming and costly exercise to ensure the most favorable results for their firm.

In professions such as sales, considerable time is spent questioning, listening, discovering, and understanding the needs of buyers in order to provide a recommended solution or action plan.

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Here are some action-oriented techniques to apply each day.

Determine your most productive time of the day and dedicate it to I time. I time is for you to do whatever you have to do that will bring you closer to achieving your goals. It may be as simple as visualizing the accomplishment of your goals or doing what you have to do just for you. The point is to dedicate the most productive time to the most important person in the world.

You have already set your goals and action plans; and have prioritized the actions. Take your annual goals and break them down into months, weeks, and finally days. Prepare in the same way for each day’s activities. Separate the large tasks into small, manageable pieces. Try to accomplish some of these smaller tasks each day. Before long, you will have accomplished a large task.

I recommend you end each day by writing a prioritized “to-do” list for the next day. Similarly, at the end of each week and each month, prepare a list for the following week and month. Plainly speaking, get organized. Learn to utilize a daily planner. You will be better organized if you write everything in your planner.

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Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections…

If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

The economy brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.

Traditional and consultative sales methods no longer work. The sales cycle is longer than need be and the margins are dropping.

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