Sometimes the best way to move forward is by examining the past. How did you and your company do last year? Did you make or exceed your goals? Did you even set goals for yourself?

You also need to think about the future. What are your plans for this year? Have you set your goals, or has your employer set them for you? Either way, how do they stack up compared to your needs and your expectations?

Let’s review some thoughts on goal setting and planning.

According to justsell.com, there are only 251 selling days in 2005 and by the time you read this, many are already behind us.

During those 251 days, it is important to set up a selling plan so you can reach goals each day, month, quarter and for the year. Your goals and sales plans must match up.

When setting goals and plans in the sales business, it is important not to confuse activity with accomplishment. Review your goal setting and try to increase the number of tasks you actually accomplish.

Your daily goals should include the number of calls to be made with the accounts’ names, products to be presented and orders needed to reach your financial goals for each week.

A recent study reported that the average salesperson spends only about 10 percent of his or her time selling; the rest is spent on administrative work, travel, problem solving, prospecting and “down time.” Down time was described as making personal phone calls, checking e-mail, etc. In your goal setting and planning, it is extremely important to build in more solid selling time.

Before laying out your goals for the coming sales period, take a look at past performance. Review your plans or goals from last year or last month and ask yourself: How did you do? Did you carry out your plans? Did you achieve your goals? Or, did you just coast by?

Get out your account list and set some goals by reviewing what has happened and where you need to increase your efforts. Set those goals based on accounts that need to be called on and the products to be demonstrated and presented. Set more goals based on sales, profit and income goals for each day, week, month, quarter and for the year.

Set goals by product line, such as equipment, carpet and floor care programs, restroom and specialty products. Sit down with your factory representatives and set up a plan to help you reach goals for their product line. It’s in both of your best interests.

How about setting some goals on self-improvement, such as what CDs to listen to or books to read or seminars to attend. All of this is important, but it does take away from selling time, so consider doing these activities during your free time.

Let’s talk a little about goals themselves. Here are some suggestions: First of all, write down your goals and put a deadline on each goal. It is said that “a goal without a deadline is only a dream.” When listing your goals, don’t get hung up on big numbers such as dollars or number of calls to be made. If goals aren’t attainable, it’s discouraging, and when you get behind, you completely forget about working toward those goals.

Review your past work. Ask yourself how you feel about past efforts and start from there. Give yourself some leeway with goals. Don’t make them too easy, but be careful not to overdo it. Continually check and adjust your results.

A quick review regarding goals: First, decide what your goals are. Are they based on personal income, sales dollars, dollars of gross profit, accounts to be called on or product types to be sold? Once you have done that, develop a written plan that outlines how you will reach those goals. Set realistic goals, keep your eye on the target and reach them this year.

To share your selling ideas, fax: (414) 228-1134, contact Mr. Dixon at (877) 379-3566 or e-mail.




POSTED ON: 4/1/2005