Setting Goals To Increase SalesPam Lontos CSP, MA
September 27, 2011 — 986 views
Highly successful men and women have one thing in common: they have specific predetermined goals that they work towards. If you want to win big in life, your first step on the highway to success begins with you, a piece of paper and a pen.
When we get into our automobiles each day, we usually know where we are going and proceed accordingly. To quote motivational expert Bob Conklin, “If people operated their automobiles the way they operate their lives, they would never get out of the driveway.” Before people start their cars, they usually know where they want to go. If they don't know how to get to their destination, they look at a map. Then they start the car, applying the energy and power to complete the action.
These principles are involved in operating your life. You cannot be directed to success and big money if you don't know where you are going. You cannot accomplish great things if you don't know what you want to accomplish. Goals are a key ingredient in success. However, there are people who fail who say they had a goal in mind. What went wrong? Why do some people achieve their goals and some do not? Having a goal in mind is not enough. Setting goals properly so that you arrive safely at your predetermined destination requires several ingredients. The best recipe in the world may not work if an important ingredient is left out. Let's examine the different components for successful goal setting.
It's important that you be specific in your goals. It's not enough that you want more money. Exactly how much do you want? You can't just want your sales to increase, but you must have in mind exactly how much. In order to get excited about your goals of making more money, you must examine why you want more. Is it for a new car, a vacation, or retirement? Again you must be specific. What kind of car do you want — what color, etc.? Where would you like to go on that vacation? If you write down that you want to make more money and are not specific, you can make $1 more next month and you have reached your goal.
When you are able to see the end result clearly in your mind, your imagination translates that vision into energy. You must remember the principle of imagination and energy when working with your goals and train yourself to be specific. When you can clearly define what you want, so you can vividly see it in your imagination and strongly desire it, you will put great amounts of energy into creating the conditions that results in achieving your goals.
When you harness your energy into goal-oriented activities, you create within yourself a power to attain anything you want. Think of the ideas in your mind as being rays of light. Diffused light can fall harmlessly on a sheet of paper. Yet when that light is focused through a magnifying glass, it creates fire. Intensely focused, this same amount of light can become a laser beam that will cut through steel. What is the wave length of the ideas in your mind right now? Scattered energy can be exhausting and create nothing. How do you get your staff to be goal directed so you can increase productivity? At least once a month, you need to have goal setting meetings in which your staff discusses the things each person wants to have and do. Hearing others talk of large goals will push smaller thinkers out of their self-limiting comfort zone into a higher comfort zone.
Too often managers push their sales staff to “sell more” when actually they could achieve much more if they got them to “want more”. The salesperson fueled by a burning desire to achieve his or her own personal goals sees more people, works harder and closes more sales. This results in an even higher billing than the quota that you as managers might have given him or her. The salesperson with no personal desire, under pressure from management to achieve a quota, is the salesperson who procrastinates and doesn't put enough time into actively selling.
Since salespeople are on their own, you must be sure they are self-motivated to achieve their goals. Your salespeople also must set their own goals. No one puts out extra effort to achieve someone else's goal. High-performance behavior comes only when people are working toward a goal they have set for themselves and want to achieve. Granted, you need to set some quota for your salespeople, but often—once you make them goal directed—their sales figures may far exceed your original monthly projections. So, the next step in goal setting with your staff is to make them expand their “comfort zones.”
In your meetings ask how much money each want to earn, guiding them to set the amount larger than the amount they are already making. You must teach them to stretch, but also to be realistic. After they decide how much they want to make per month, they must determine what their monthly billing figure will be. Remember, start with the amount of money they want to make. Salespeople, like their customers, care about what's in it for them.
However, this works only if you have been using positive goal-setting techniques each week with encouragement from you to your staff to constantly stretch out of old “comfort zones”. You need a board to write on during your sales meetings. After asking each person how much he or she wants to make, write on the board how much each one needs to sell to make what he or she wants. If some one's figures add up to $2,824, get them excited about making $3,500 instead. That's only $676 more. Give a gentle push to some one making $4,200 to set a new goal of $5,000.
Each person committing to just a little more begins to raise your group's monthly figures higher and higher. It is up to you as a manager to show them the opportunity to do more and give them pride in their achievements. Each day you must create excitement toward achieving their goals by using applause during sales meetings and praise for sales made. Create harmony in your sales department so that its members are not only excited about their own sales, but also about each other's sales.
It's important to have long-term and short-term goals. Since salespeople do not always see immediate results from long-term goals, they can become discouraged with them. You should break short-term goals into bite-sized pieces to make them appear easier to attain. For example, $1,000 is only $250 per week.
It is also important that all goals be in the present tense. In the Bible, it says, “What things so ever you desire, when you pray, believe that you receive them, and you shall have them.” (Mark 11:24). If you say, “I will make $1,500 more next month”, your subconscious hears “next month” forever. The subconscious takes thoughts literally so next month will never arrive, it will always be “next month”, never “now”. Instead, you must say, “I am now making $1,500 more now”, even though you are not yet doing that. It takes at least 21 days of repeating and believing this to reprogram your mind.
You can't outrun the “picture” in your subconscious mind. This means that what you believe is what you get. If someone loses weight but still sees themselves as a fat person, he/she will regain the weight. You always go to the “picture” in your mind.
The key to success is to change the “picture” in your mind before you start the action required to achieve your goal. Do that with positive affirmations cards. Write down your goals in the present tense and say them aloud three times each day. Another reprogramming devise is the dream chart. Cut out pictures representing your goals (a new car, house, job title, relationship, etc.) and paste them on a piece of construction paper. The subconscious mind thinks in pictures so let these “snapshots” of your goals filter into your subconscious by studying them every day.
This sounds simple, and it is! So, why isn't everyone you meet at the top? It is not only positive thinking, it is positive believing and positive acting. You can't just read this and have all your dreams come true. You must put these concepts into action. It takes a great deal of mental strength to maintain a positive attitude and to truly believe you have attained the goals for which you are still striving. It is worth the effort because it does work! If you follow these guidelines, you will be happier, more successful, and richer in everything you do.
Pam Lontos CSP, MA
Lontos Sales & Motivation, Inc.
Pam Lontos, CSP, MA, is one of the country's top sales trainers and motivators. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, contact the FrogPond at email [email protected]