Goal Setting for Selling Professionals
When I conduct my Career Transitions workshops people always ask me how to get started. These people want to know how to get from despair to beginning fresh. This is the topic for this week, beginning fresh or how to get the answer to “What to I want to be when I grow up?”
Do you know what you are really working for? Do you know why you exist? Why are you in your present position? When you retire, what do you want to reflect on and say I enjoyed doing that?
If these are some of the questions that you are asking, then one other question for you is do you have a life plan? Do you have goals and objectives? Do you have a road map for the rest of your life?
You might believe that you do not have time or goals and objectives are hokey. From my experiences, you must have goals. You simply cannot go through life without knowing where you want to go and how will you get there. As humans we tend to drift through life and take paths of least resistance.
If you are looking for new job, a new business or a new career, then you must have goals. To begin, take a sheet of paper and list all of your professional aspirations. Once you have exhausted the list, place a desire time frame next to each desire. Once complete, take out another sheet of paper. Write down your first desire and the time frame. Then on the next line, write down the tasks that you need to do to complete this desire. Write down the people that you need for support or assistance. Do this for each and every one on your list.
Once you are complete you now have a complete list of goals and the associated objectives.
Each of us should have continuous goals to achieve. The attainment of one goal sets the ground work for the achievement of the next goal. Setting one year, three year, five and ten year goals are helpful. When you set goals for yourself it testifies that you are determined to move forward. When you set goals it states that you are taking responsibility for the successes that you want to achieve.
Below are ten very quick steps to assist you in beginning your goal plan.
1. Look at your DATA
In 1997 William Bridge’s wrote a book entitled You and Company. Within the text he describes a wonderful process entitled D.A.T.A. The acronym denotes Desires, Attitude, Temperament and Assets. DATA requires you to look at items that are your strengths. It enables you to review your professional career, and your education so that you bring your best assets forward.
You also must get introspective too. You need to review your attitude and temperament. These qualities allow you to review your loves, your ability to work with people and your passions. For this to work you must be honest.
2. Develop a Mission Statement
Goal setting without knowing your purpose in life is like shooting at a target in the dark. Knowing your purpose gives you direction. A mission statement is a statement of purpose. You must understand why you exist and what values or visions that you are bringing to your life. In a sense a mission statement is asking; 1)Who are you? 2)Where are you going? and 3)How will you get there?
3. See Your Future
The best way to predict your future is to create it.
When you imagine your future, you begin to look at things differently and begin to rewrite it.
Remember the Christmas story of Scrooge? Do you remember the ghosts of Christmas present and future? When Scrooge gazed into the future he abhorred his destiny. Goals enable you to change yours.
Goals simply stated are dreams with a time frame. So if you want to purchase a new home for your spouse and your children and you want each child to have their own room by next September and you will commit money toward making this happen – now you have a goal. Goals are specific and they are measurable.
4. Goals must be SMART
SMART is an acronym for Specific, Measurable, Attainable, and Relevant and have a Time Commitment.
SMART follows the following rules/:
S = Specific in terms of process
M = Measurable by objective data
A = Attainable in that they can be achieved
R = Relevant to your vision
T = Time specific with a deadline
5. Develop and Action Plan
You will need a plan of action for achieving your goal. To begin you must conduct a self assessment needs analysis about resources, time commitment and mentors for aid. To develop a thorough action plan you must strategize and determine, when you will begin, how you will begin, who will help you and what type of resources you will require.
6. Be Motivated
When conducting motivational sessions I often use the word moxie to assist my clients to get through difficult situations. I believe that you must have moxie to get you through the trials and tribulations of goals.
You will face challenges, you will encounter hurdles, but you must have faith in you, and faith in your Creator to reach your goals.
To give you motivation on goals watches the movie “Rudy.” Moxie and gumption is threaded throughout this classic tale. Rudy Ruddiger’s dream was to play football at the University of Notre Dame. He was focused, he was determined and he played football because he was motivated to reach his destiny. To can too, just stay on the path!
7. Discipline
Everyone needs to have discipline in their lives. Develop an effective time-management system that you will adhere to. Remember to plan you work and work your plan. If you have a difficult time remaining disciplined, then review step six to stay motivated. Look at your future, get passionate and see yourself with you end result.
8. Flexibility
There are times when the best of plans will need to be modified or changed. Do not be afraid to modify your plans or your goals.
9. Rest
In order to reach your destiny you must also enjoy your time. We are on this earth for a short time, enjoy it. Get out and enjoy time with friends, family and peers. Attend social functions and give yourself time to unwind. The more relaxed that you are the more your spirit will soar to new heights.
10. Go for it.
Taking your first steps toward a new beginning creates anxiety. You are changing and no one enjoys this. Change removes us from the status quo and this creates anxiety. Yet you must be so motivated to change so that you can not only enjoy the beginning but also the end result. See yourself reach your dreams. Picture yourself with the new car, the new job, the new girl/guy or your biggest sale. Let your destiny carry you forward to motivate you to begin.
Summary
The journey for your happiness and your future professional success consists of not going to new areas but examining old ones. When you look at the world through a new set of eyes you see things differently.
Stick to your plan and you are destined to achieve your dreams. Yet you must plan work and work your plan. You cannot change without a plan. For me PLAN means Plan to Live And Never be unhappy.
About the Author
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service information sessions and consulting. Drew is the author of 4 books including Split Second Selling and Split Second Customer Service. Drew Stevens has been interviewed frequently in the media and his clients include American International Group, AT&T, Hilton Hotels, The Federal Reserve Bank and Reliv International, The New York Times, Mercy Health Plans, Quicken Loans, and over 200 leading organizations. For more information please visit www.gettingtothefinishline.com -- or call 877-391-6821.
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Do you know what you are really working for? Do you know why you exist? Why are you in your present position? When you retire, what do you want to reflect on and say I enjoyed doing that?
If these are some of the questions that you are asking, then one other question for you is do you have a life plan? Do you have goals and objectives? Do you have a road map for the rest of your life?
You might believe that you do not have time or goals and objectives are hokey. From my experiences, you must have goals. You simply cannot go through life without knowing where you want to go and how will you get there. As humans we tend to drift through life and take paths of least resistance.
If you are looking for new job, a new business or a new career, then you must have goals. To begin, take a sheet of paper and list all of your professional aspirations. Once you have exhausted the list, place a desire time frame next to each desire. Once complete, take out another sheet of paper. Write down your first desire and the time frame. Then on the next line, write down the tasks that you need to do to complete this desire. Write down the people that you need for support or assistance. Do this for each and every one on your list.
Once you are complete you now have a complete list of goals and the associated objectives.
Each of us should have continuous goals to achieve. The attainment of one goal sets the ground work for the achievement of the next goal. Setting one year, three year, five and ten year goals are helpful. When you set goals for yourself it testifies that you are determined to move forward. When you set goals it states that you are taking responsibility for the successes that you want to achieve.
Below are ten very quick steps to assist you in beginning your goal plan.
1. Look at your DATA
In 1997 William Bridge’s wrote a book entitled You and Company. Within the text he describes a wonderful process entitled D.A.T.A. The acronym denotes Desires, Attitude, Temperament and Assets. DATA requires you to look at items that are your strengths. It enables you to review your professional career, and your education so that you bring your best assets forward.
You also must get introspective too. You need to review your attitude and temperament. These qualities allow you to review your loves, your ability to work with people and your passions. For this to work you must be honest.
2. Develop a Mission Statement
Goal setting without knowing your purpose in life is like shooting at a target in the dark. Knowing your purpose gives you direction. A mission statement is a statement of purpose. You must understand why you exist and what values or visions that you are bringing to your life. In a sense a mission statement is asking; 1)Who are you? 2)Where are you going? and 3)How will you get there?
3. See Your Future
The best way to predict your future is to create it.
When you imagine your future, you begin to look at things differently and begin to rewrite it.
Remember the Christmas story of Scrooge? Do you remember the ghosts of Christmas present and future? When Scrooge gazed into the future he abhorred his destiny. Goals enable you to change yours.
Goals simply stated are dreams with a time frame. So if you want to purchase a new home for your spouse and your children and you want each child to have their own room by next September and you will commit money toward making this happen – now you have a goal. Goals are specific and they are measurable.
4. Goals must be SMART
SMART is an acronym for Specific, Measurable, Attainable, and Relevant and have a Time Commitment.
SMART follows the following rules/:
S = Specific in terms of process
M = Measurable by objective data
A = Attainable in that they can be achieved
R = Relevant to your vision
T = Time specific with a deadline
5. Develop and Action Plan
You will need a plan of action for achieving your goal. To begin you must conduct a self assessment needs analysis about resources, time commitment and mentors for aid. To develop a thorough action plan you must strategize and determine, when you will begin, how you will begin, who will help you and what type of resources you will require.
6. Be Motivated
When conducting motivational sessions I often use the word moxie to assist my clients to get through difficult situations. I believe that you must have moxie to get you through the trials and tribulations of goals.
You will face challenges, you will encounter hurdles, but you must have faith in you, and faith in your Creator to reach your goals.
To give you motivation on goals watches the movie “Rudy.” Moxie and gumption is threaded throughout this classic tale. Rudy Ruddiger’s dream was to play football at the University of Notre Dame. He was focused, he was determined and he played football because he was motivated to reach his destiny. To can too, just stay on the path!
7. Discipline
Everyone needs to have discipline in their lives. Develop an effective time-management system that you will adhere to. Remember to plan you work and work your plan. If you have a difficult time remaining disciplined, then review step six to stay motivated. Look at your future, get passionate and see yourself with you end result.
8. Flexibility
There are times when the best of plans will need to be modified or changed. Do not be afraid to modify your plans or your goals.
9. Rest
In order to reach your destiny you must also enjoy your time. We are on this earth for a short time, enjoy it. Get out and enjoy time with friends, family and peers. Attend social functions and give yourself time to unwind. The more relaxed that you are the more your spirit will soar to new heights.
10. Go for it.
Taking your first steps toward a new beginning creates anxiety. You are changing and no one enjoys this. Change removes us from the status quo and this creates anxiety. Yet you must be so motivated to change so that you can not only enjoy the beginning but also the end result. See yourself reach your dreams. Picture yourself with the new car, the new job, the new girl/guy or your biggest sale. Let your destiny carry you forward to motivate you to begin.
Summary
The journey for your happiness and your future professional success consists of not going to new areas but examining old ones. When you look at the world through a new set of eyes you see things differently.
Stick to your plan and you are destined to achieve your dreams. Yet you must plan work and work your plan. You cannot change without a plan. For me PLAN means Plan to Live And Never be unhappy.
About the Author
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service information sessions and consulting. Drew is the author of 4 books including Split Second Selling and Split Second Customer Service. Drew Stevens has been interviewed frequently in the media and his clients include American International Group, AT&T, Hilton Hotels, The Federal Reserve Bank and Reliv International, The New York Times, Mercy Health Plans, Quicken Loans, and over 200 leading organizations. For more information please visit www.gettingtothefinishline.com -- or call 877-391-6821.
Labels: Communication Training, Customer Relationship, Customer Service Training, Negotiation Training, Sales Management Training, Sales Training, Strategic Selling
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