TAKE AIM

To clearly define your goal statement include What and When.

What is the result or outcome with measurement defined (i.e., closed sales, contracts signed, appointments set, etc). When is the Time/Date to achieve your result or outcome. If you can assign a date right now, great; if not, fill it in later.

Here are a few examples of goal statements that include What and When specifics:

• On 12/31/xx I have twelve contracts signed for $2.25 million of delivered product in January 20xx.

• By 9/1/xx, I exercise for a minimum of thirty minutes, four days a week.

• On 6/30/xx my six-month sales goal of $900,000 is reached.

• On 12/31/xx my annual income is $250,000.

It is a good practice to break annual goals into shorter time frames for focus and accountability. Using the first example:

On 12/31/xx I have twelve contracts signed for $2.25 million of delivered product in January 20xx.

You can break down the goal into a shorter time frame:

I have four signed contracts for delivered product of $800,000 by 9/30/xx.

Three Tips for Creating Productive Goals

Ensure you are writing productive goals by following these three tips:

1. Make the goal measurable and specific. A specific goal allows you to know whether you’ve hit the bull’s-eye or not.

Identify the specifics such as dollars, number of accounts, prospects at certain points in your pipeline, appointments, a certain weight, a specific destination, etc.

One common goal I often hear is, “I will spend more time with my family.” A worthy outcome—but it isn’t specific or measurable. What does “spending more time” mean? A specific amount of time each night or weekend? How will you know if that is achieved? What is the measurement?

Make your goal specific: “I eat dinner with my family three times each week as of 7/1/xx.” This specific and measurable statement allows you to track your progress and know whether you have achieved this goal.

2. Set a realistic target. Identify attainable outcomes. While the BHAG (big, hairy audacious goals) may look impressive, all of your goals should be within your reach. Are you really going to increase this by 75 percent or decrease that by 150 percent? Better to set a smaller increase or decrease, achieve that, and then build from it. The Weight Watchers® organization—with a system proven over decades—starts with a 10 percent goal because it is realistic. Once the 10 percent goal is achieved, a new goal is set.

Pay attention to your self-talk as you write your goal. If you are thinking or saying, “Yeah right,” “I can try that,” or “That’s really a stretch,” the goal is most likely unrealistic.

If you set your goal too high, your energy, confidence, and motivation to achieve it will wane. By setting a goal that is realistic and reachable, you will gain the momentum and confidence to achieve the outcome.

3. Write the desired outcome in the present tense. For example, use “I have” or “I am.” Writing the outcome as if you have already achieved it puts you in the mindset that you can achieve it.

At this point don’t get caught up with how you will achieve the goal. Focusing on the “how” can cause delays in setting it.

For each of the topics you selected earlier, write a goal statement in the “Aim” section on one of the four Planners. Use the three tips to ensure these goals are productive. Write them as a specific outcome you desire or need and include a time frame.

When you are finished writing at least one goal statement with the What and When, congratulations! You’re now in the 10 percent of adults who actually have any goals in writing. Goal statements give a clear target to strive for and focus on. Achieving your goals requires more planning and action.

Identify Your Plan of Action

Planning the specific actions you will need to take to reach your goal is part of Take Aim. It’s likely there are a variety of paths you could take and you will need to make some choices for the actions that will work for you.

Let’s return to the example on page 206:

I have four signed contracts for delivered product of $800,000 by 9/30/xx.

There may be a dozen actions I could take to get the four contracts. I may need each of them—or maybe not. Identify the actions you commit to taking and that will work best for you.

For this example, “The actions I will take to achieve my goal include:

• Follow up with Prospects A, B, C, X, Y, Z about their outstanding proposals within ten days.

• Brainstorm with my manager as to how to approach my stalled sales for Prospects M, N. Make contact with those prospects.

• Schedule thirty minutes each morning to prepare for every meeting that day. Research new information and identify how to use it in my conversation.

To outline your specific action plan in the Action section of the Planner:

• In the left column on the Goal Planner under Actions, write all the possible actions that will move you toward your goal.

• In the second column, add a specific time/date when you will take that action. Is it each day? Week? The action date is another checkpoint on your road to success.

• Determine who else is involved—whose help or buy-in is needed for different actions. Write these names in the third column under “Others.”

You may have discovered you need eight actions, or maybe only two. Sometimes actions are robust and will become short-term goals themselves with their own outcome and actions.

To make this plan more specific and actionable, finish your planning by identifying the actions you will take this week to move toward these goals. Write those actions on the Goal Planner in the Weekly Actions section.