GET READY

Getting started with setting goals can be difficult. Many people don’t know what they want to achieve—or don’t know how to articulate it. Top performers are the exception; they know and can articulate their goals.

Because goal achievement is so important, the process is included in all of my sales workshops. And at least 10 percent of participants struggle with the goal-setting element of the process. They tell me, “I don’t know what I want,” “My manager dictates my goals,” “I have no control over the goals set for me,” or “I can’t set a goal because there is too much variability in my territory, life, income, etc.”

This struggle with identifying a goal is common, according to Laura Goodrich, an authority in the field of workplace dynamics and relationships and author and producer of the video Seeing Red Cars. Her message that “you get more of whatever you focus on” plays out daily. When asked what they want, she says, most people tell you what they don’t want. The pattern of focusing on what you don’t want is widespread. To break that pattern, this chapter will guide you through identifying at least four goals for what you want to achieve, obtain, or deliver, with an initial plan to achieve them.

In thirty minutes or less, your goals will be set.

To help identify what is important to you—which will make it easier to set your goals and build them into a full goal plan—begin with the short list of thought-starter topics that follows. You will see that the topics are not all about work or sales. Your goals should connect your work and personal life into one cohesive focus.

Start the process by placing a checkmark in front of all major topics (listed below) that you want to focus on for a specific time period, or write them on a blank piece of paper.

• Work: earnings, production/sales, awards, role/promotion, new customers, schedule, territory, responsibilities, desired projects.

• Financial: milestone to reach, debt to reduce/bills to pay off, purchase to make, savings each month, earnings, retirement plans to fund.

• Relationships: Person/group you would like to have a relationship with, a relationship to improve, a relationship to end.

• Health: exercise, weight, bad habits to break, good habits to build, health concern to eliminate.

• Learning: courses to take, degrees to earn, books to read, conferences to attend, skills to build, hobbies to begin.

• Rewards: awards, recognition you want to earn, salary increase, bonus, trip.

• Home/apartment: upgrade, update, location, projects, organizing.

• Leisure: activities, events, use of time, relationships, trips to take.

Did any of these resonate with you and jump-start your thinking about what you want to focus on? If not, write in a topic of your choice.

Now review the selected topics and circle the specific items within each of these topics that are important to you. For example, if Health is checked, you might circle “good habits to build.” If Rewards is checked, you could circle “bonus” as another important item.

The simple but effective Goal Planner™ shown in Figure 13–1 will guide you through the rest of the goal achievement elements. Complete the Get Ready step by photocopying this Goal Planner page or downloading a copy of the Goal Planner’s online version from www.conversationsthatsell.com. You will need at least four copies, one for each goal, to finish this process. I suggest using a pencil to write so you can edit as needed. No goal is ever set in stone.

The Goal Planner outlines all the necessary elements for you to identify, plan, and execute your goals.

You are now ready to Take Aim and write your goal.