Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales goals?

Did you write your goals down?

Did your review them frequently, and revise them as conditions changed? Or did you set them at the beginning of the year, and forget about them by February?

What do you most want this coming year?

The first and most basic step to getting what you want is to know what that is, and to constantly remind yourself of that. Goal setting is an important skill. One that you've may have read about and heard about many times before. It only works though if you do it.

Sales Goals & Reasons

Start with the end in mind. What is the result that you want? Give yourself the freedom to think big. Picture a big compelling goal that you really, really want. While envisioning this picture, how you make it happen is not important right now. The important thing is to get started, thinking big about what it is that you most want. Later we'll deal with how you get it. Your focus should be on what you want.

Sales goals should be expressed in ways that compel us to achieve them. The human brain directs us to creating what we focus on, good or bad. Start by writing down your goal. The more specific you make your goal the better. Create the picture in your mind and write down specific quantities, dates or time periods, places, people, etc.

Now make the image of your goal really compelling. Make it in color, add sounds, feelings, movement and sensations to it. Find or make a picture of it and carry it around in your pocket, purse or daytimer or post it prominently on your office, bedroom, or bathroom wall. Carry a symbol or icon of your goal around with you, constantly reminding yourself of what you are going for.

Now that you know what you want, its time to get clear about *why* you want it. Your reasons for your desires are the drive that will cause you to get what you want. Get big enough reasons, and you can accomplish anything.

Let me give you an example. Let's say you want a big, fat six- figure income this year. That's the sales goal - a big, fat six-figure income. But this is really not specific enough. So you refine this and say that you want to make $300,000.00 in income this year. Good, now your goal is specific and timed.

So what are your reasons for wanting this goal? Upon asking yourself this question, maybe you answer that this will make you feel more powerful, successful, and capable. Or you say that you will be able to afford a nice home for your family, an education for your kids, and financial independence at an early age.

Now these are reasons that motivate a person. Much more exciting than just stating a number.

Setting goals alone is more than most people do in life. If you write down your goals, AND review them frequently, you are well on your way to accomplishing what you want. But when the obstacles start coming and getting in your way, you will need real drive and determination to keep going and not give up. Determining and writing down your reasons for wanting your goals will give you the drive and the power necessary to make them happen.

Write down your sales goals, being timed and specific. Write down your reasons for why you want your goals. Get pictures, symbols or icons that you can post up or carry around with you to constantly remind you of what you want and why.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

---

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

Let Your Weaknesses Increase Your Sales

Imagine...you inquire about a product. The salesperson does everything right.... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?

Losing a sale can be disheartening, especially if you lose... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all... Read More