It’s a week of goal focusing tips!

Ever really consider how important visualizing your success is? Let’s use this excerpt from Jack Canfield’s “The Success Principles” abour Jim Carrey, the actor/comedian as a starter.

“Around 1990, when Jim Carrey was a struggling young Canadian comic trying to make his way in Los Angeles, he drove his old Toyota up to Mulholland Drive. While sitting there looking at the city below and dreaming of his future, he wrote himself a check for $10 million, dated it Thanksgiving 1995, added the notation “for acting services rendered,” and carried it in his wallet from that day forth.

The rest, as they say, is history. Carrey’s optimism and tenacity eventually paid off, and by 1995, after the huge box office success of Ace Ventura: Pet Detective, The Mask, and Dumb & Dumber, his asking price had risen to $20 million per picture.

When Carrey’s father died in 1994, he placed the $10 million check into his father’s coffin as a tribute to the man who had both started and nurtured his dreams of being a star.”

Visit Futureme.org and write yourself a letter – it can be a goal, congratulating yourself for achieving one of your goals, a reminder on an action you committed to – or anything!

Your actions?

1. Identify a goal – and the reward for achieving it.
2. Set a timeline for the reward to be received. 60 days? One year? Five years?
3. Visit Futureme.org and complete the fields – a letter to yourself – specifically outlining what you accomplished and your reward. Select a date to send it to yourself.
4. Click ‘Send to the future’
5. Start your actions to reach the goal!

For example, if your goal is to achieve forecast in January 2012 with a reward of treating your significant other to a dinner. Send yourself a letter dated February 1st, congratulating yoruself for achieving the goal and reminding yourself of the dinner you will share.

It’s a great way to visualize the achievement and mentally starting your journey toward the reward!

You might be surprised when the letter is delivered, how accurate you were in your prediction.

Print Friendly

Filed Under: Sales Tips, Success Tips
Tags: focus, goal setting

Happy 2012!

What are your dreams and goals for this year? What is it that you want to DO, HAVE, or ENJOY?

Well, when I ask that question, many people start telling me what they DON’T want. And the lists are long. It is hard to get that turned to identifying the target or goal.

That’s why when I saw this video from Laura Goodrich, calling Seeing Red Cars, I jumped on Laura’s bandwagon:

“We get more of whatever we focus on.”

If you want to be successful in 2012 – and this should be YOUR definition of what success is for you – I suggest that you:

1. Click here to watch the 10 minute Seeing Red Cars video. Click on the Preview button. Though it’s her preview – you will view the entire message.
2. Then to help you identify what you want, click here to get your Timely Tips to Achieve Your Goals eBook. The activities and FREE Goal Planner will help you map out your goals.
3. Focus on the first 60 days of 2012 for your action plan. That’s enough to get you moving in the right direction and committed to specific activities.
4. Use the 4R Goal Review process outlined in the eBook each month to keep on track and moving forward.

What’s interesting for me in writing this reminder for all of you,  is that each January, my team and I mapped out the goals for the year. One of the papers was stuffed in cabinet and was ‘found’ last week. Surprising – even without having it in front of us all year, EVERY item was achieved!  Including a book ‘deal’ for me!  More on that to come. So, one of my personal goals is to finish writing the book on TIME this year for publication in early 2013.

p.s. Everyone’s ‘red car’ is different. My ‘fun’ red car is a convertible VW bug – others are Porsches or Ferraris. It doesn’t matter – find what YOU want.

Take 45 minutes today to watch the Seeing Red Cars video and then use  your FREE Goal Planner in the eBook to focus on what YOU want in 2012.

Print Friendly

Filed Under: Sales Productivity, Sales Tips, Success Tips
Tags: focus, goal setting, Sales, Sales Tips

This is a two-part post. And if you are only reading this for the free goal planner, click here to get your very own Timely Tips to Achieve Your Goals eBook that will help you focus and plan for 2012. The Planner is an interactive pdf, so you can type directly into it and print it out!

It’s the last official work day of 2011!  What a year this has been for me and Sales Pro Insider, Inc.

The whirlwind of opportunities to help companies strengthen sales, collaboration and teamwork kept the whole team extremely busy.

For us, before we begin setting goals for 2012, we start with an activity to reflect back on 2011, specifically. This allows us to use the information to do more of what worked well, and less of what didn’t work so well.

Some questions to ask – and answer – for yourself:

1. What are the successes I am most proud of?

2. What have I done to celebrate these successes?

3. What people do I surround myself with? or Who have I met this year that has impacted me in some way?

4. What goals, that were important to me, did I not reach? Why?

5. Considering the development opportunities available to me this year, how have I applied what I learned?

6. What person have I taken time to develop/coach? or Who is better off now because of my relationship with them this past year?

7. What person has helped me grow or who has challenged me to be better this year?

8. What actions have I taken to better my life in some way?

9. What strengths do I possess that I can use at a higher level next year?

10. What obstacles must I work through so that I reach my goals for 2012?

Print Friendly

Filed Under: Collaborative Selling, Sales Productivity, Sales Tips, Success Tips
Tags: focus, goal setting, maximize sales productivity, Sales Tips

In the U.S., many are preparing for Thanksgiving and eating their turkey. But at this time of year, if you are in sales, you might get better results by preparing to eat a frog each day!

A frog? Yes!

Mark Twain is quoted as saying,

“Eat a live frog every morning, and nothing worse will happen to you the rest of the day.” -Mark Twain

It’s the quote that author Brian Tracy has worked into his practical tips on how to stop procrastinating and get more done in his book, Eat That Frog!

There is no better time to adopt some of the ideas than TODAY! You have 40 days left in 2011 – even with the holidays and weekends, that is a LOT of time to get more done, achieve what you can this year and set yourself up for success in 2012!

A few of the ideas Brian shares:

• Clarify what you want and the steps to achieve it.
• Plan every day in advance.
• Focus on KEY activities – ‘resist the temptation to clear up the little things first’.

There are 18 additional ways in his book (I am not benefiting from this recommendation in any way – I just know it is true!)

So, what are some practical ways to take this actions?

1. Make a list! Whether it is on your phone, computer or the back of an opened envelope – write down what you want to do and some specific actions you will take each day this week.  Refer to the list often to confirm what you committed to do/focus on for the day.
2. Every morning re-write your list of actions – you will quickly see which ones you are procrastinating on. I still put pen to paper for my list. the redundancy of writing certain items 3 days in a row, makes me take action so I don’t have to write them again tomorrow!
3. Be proactive. I’ve found that my first two hours of the day are most productive as I am not interrupted yet by everything and everyone. If I focus on the tough stuff, it is done and the rest of the day fills quickly.
4. Find a stakeholder or ‘frog buddy’ - someone you can report in to each day once you have eaten the BIG frog of the day. It will add some fun and accountability.

If you think you aren’t a procrastinator, I dare you to think about ANYTHING that you know should have been done in the last 48 hours that still isn’t done (taking out the trash, making a call, sending a note to someone, completing an item, etc.) I bet there is something you have not taken action on.

Picture your frog – is it cute like the image on this post? Or is it a swamp frog, with warts and such? It doesn’t matter, identify the frog you need to ‘down’ and get it over with already!

Print Friendly

Filed Under: Sales Productivity, Sales Tips, Success Tips
Tags: focus, goal setting, maximize sales productivity, priorities, Sales, Sales Tips

It’s the first full week of the year for many people.  And judging by the number of downloads of the Sales Pro Insider Timely Tips to Achieve Your Goals eBook last week, many of you are starting 2011 with goal setting!

CONGRATULATIONS!

Clarifying your goals is one action to achieve what YOU want or need this year.  I often write about goals – and goal setting is a component of every training seminar I facilitate – that is how important it is.  And if the common or more transparent reasons for goal setting are not enough for you, there is newer research on the health benefits!

The most common benefits of having written, specific goals are:

• Focus
• Saving time and energy
• Allowing you to achieve more

And the health benefits?  Dr. Boyle’s research found that people with a purpose and plan are 30% less likely to develop Alzheimers’! 

“It can be anything — from wanting to accomplish a goal in life, to achieving something in a volunteer organization, to as little as reading a series of books,” said Dr. Patricia Boyle.

“What this is saying is, if you find purpose in life, if you find your life is meaningful and if you have goal-directed behavior, you are likely to live longer,” she said.

I’ve long noticed a difference in people with purpose and for the analytics out there, now there is proof of the benefits!

Ready to make some time to define goals and outcomes for yourself? Click here to get your very own copy of  the Timely Tips to Achieve Your Goals eBook - in 45 minutes YOU can begin to plan your year and a healthier life!

——————–

p.s. I was in line at a checkout this morning, and the woman in front of me overpaid $1 in cash, when the clerk returned the dollar, the woman said, “Well, I guess I don’t get out enough anymore…I’m nearly 95 years old, you know.”  Here was a woman, on her own, making purchases, seemingly happy and in a great mood – wonder what her purpose of life has been!

Source: Patricia Boyle, Ph.D., neuropsychologist, Rush Alzheimer’s Disease Center, and assistant professor, behavioral sciences, Rush University Medical Center

Print Friendly

Filed Under: Sales Tips, Success Tips
Tags: focus, goal setting, productivity, Sales Tips

When you think of “Annual Sales Trip” what images come to mind?  Swaying palm trees, a golf course, great dinners and camaraderie?  Anywhere in that image does the frozen city of Fargo, North Dakota come to mind?

Probably Not.  Yet, I just read an amazingly funny story about a sales team that did not achieve their goals in 2010.  And a Sales Director who followed through on his commitment.

Josh Halpern of Just Born Candy company – makers of the marshmallow Peeps and Mike & Ikes (love these!) – set a sales expectation for his team in 2010. The team was able to select their Reward for making goal…and a consolation price if they didn’t.  They set their sights on Hawaii for their prize.  And North Dakota as consolation. 

Well, earlier this week they enjoyed their trip to North Dakota after the year’s results fell short of goal….You can read the article here.   Think there is motivation to achieve goal in 2011?

What about you?  I often remind readers that we need to celebrate our successes and follow through on our rewards. Do you have levels of rewards based on your outcomes?  It might be just the motivation to hit the goal the next time.

Now I’m thinking that this isn’t the ONLY creative sales leader or team out there…what other examples of “cold’ rewards have you experienced?

And to the team at Just Born…let me know if I can help with tools and training to ensure you earn the BIG reward next time. 

AP Photo/Ann Arbor Miller

Print Friendly

Filed Under: Sales Productivity, Sales Tips, Success Tips
Tags: Creativity, goal setting, priorities, sales success

It’s the end of another month. Sales managers and sales pros around the world are faced with the reality of ‘their numbers’ and efforts for the past 30 days.  Some are happy, some are not. 

Because I am fortunate to work with many companies and sales professionals each month, I get to see a lot of reaction – and reality!  I offer you several Do’s and Don’ts for your month end actions.

Do:

1. Look at your numbers.  Not just the ‘sales’ or results. Look at your activity, your close ratio, your prospecting efforts, etc. Closed sales only tell part of the story of your effectiveness and efforts.
2. Set your goal for next month. Do you have ground to make up from this month? Or from earlier this year?  Write down your goal(s) and as you write it – pay attention to your self talk. Are you confident in your goal? Are you second guessing it? Make sure it is realistic and believable.
3.  Discuss your monthly results and activity with your manager, coach, mentor to seek their opinion.  What do they see you doing well that you should continue doing? What do they suggest you can do different to be even more effective next month?
4. Celebrate your success and progress!  What is a reward that is important to you? Extra time this weekend with friends/family? A nice dinner out, a special drink or treat? Pause and acknowledge what you have done well.

Don’t:

1. Make excuses. Whether you made your numbers or not. If you don’t like your results – it means you need to do something different next month
2. Ignore the facts.  So often I see people who under- or over-estimate results without hard data. You won’t know if you don’t look and get the hard numbers. 
3. Procrastinate. Monday starts a new month. Be prepared to jump into August with enthusiasm and energy – and most important activity!

Using these tips will help you – and your manager – find happiness and success at the next month end.

What other tips do you have for month end?

Print Friendly

Filed Under: Sales Productivity, Sales Tips
Tags: goal setting, Sales Tips

I have spent the last week working with AWESOME sales professionals – many newer to the career of sales.  Many sales manager believe that new people can be  ‘trained’ the right way and not have to unlearn bad habits.  Yet even the newbies can have’ills’ that will potentially keep them from success. 

Not a newbie? If you’ve been in sales a while (or a LONG while) you may have even more sales ‘ills’.   So, what are some of the ills? From observation and sales manager stories, most of them fall into two categories:

1. Not doing something that would lead to success.
2. Doing the wrong things that keep them average or below.

Really?  Is it that simple?  Well, it can be. 

These categories can be cured by two other “-ill”  words:

• Skills
• Will

Skills

You do not have to be a ‘born’ sales professional!  The skills needed to be successful can all be learned and developed!  What’s important it identifying the skills that are necessary in  YOUR type of sales and then building them.

It’s been found that most any skill can be developed in 50 days with practice – Vince Lombardi clarifies the need for practice with this quote:

Practice does not make perfect. Only perfect practice makes perfect.

Making the time and effort to identify WHAT is needed gives a higher dividend.

Will

The ‘will’ is your energy and motivation to act.  Without action, you will never reach YOUR personal best.  how to strengthen your will? 

1. Set goals. The power of clear goals is that it provides the target for your actions. You can proactively work toward something if you know where you are going.
2. Identify your rewards. What’s in it for you? What if you take the actions – even if you don’t want to – what will you gain?  Only you can determine that – and if you think money is the reward – think further. Think of the what the money DOES for you or GETS for you – that is the real reward and motivator.  More and more research is finding that the ‘intrinsic’ rewards are more motivating than the ‘extrinsic’ rewards of ‘stuff’ and materials.  Think about what the ‘stuff’ intrinsically does for you? 

In the upcoming weeks I will post additional information about the intrinsic rewards and what it takes to build skills – for now use this time to idnetify WHAT skills you need to build and the goals you want/need to achieve.

Curing Sales ‘ill’s is possible – but no “Pill’ will give you an instant cure.

Make today matter!

Print Friendly

Filed Under: Uncategorized
Tags: focus, goal setting, Sales, Sales Tips

In 2009 All Business initiated a new sales contest – Sales All Stars.  The goal is to promote the career of sales and to recognize those that excel in this very tough business!  I hope you have taken time to look into recommending someone you know for this award.

Yet, can’t we all become a Grand Champion in what we do?  What does it take?  The following Success Factors:

• Skill to perform to your best
• A strong work ethic to use your time and resources wisely
• A goal that is clear, written and attainable
• Competitive spirit to dig in and give it all you’ve got
• Emotional intelligence to weather the ups and downs

The following are also immportantk though not indivudal factors

• Having the right ‘goods’ that fit the situation
• Collaborative teammates who are supportive, skillful and in the right roles

I saw all of these in place last weekend – not in a sales situation – in a sporting event.  We spent 16 hours on a bus and 24 hours in a convntion center for the Jamfest Super Dance Nationals.  My daughter’s team came in as the unknown team from Wisconsin and were determined to make their mark.  The competition is over two days with scores only posted after Day One.

In their two genres – jazz and pom – they did well after Day 1.  Fourth place for Jazz and First place by a tiny margin in Pom.  We thought it was a good first day. Then were told that Day 2 is worth 2/3 of the total score at the end.  The coach, Kate Fabbri did a great job in coaching the girls and explaining what they need to do to advance to the win in poms and place in jazz.  She expressed her belief in them, review the judges’ comments and then got them practicing – they even raised their level of difficulty the week before.

On Sunday, the dancers (24 of them) spent time together getting ready to ‘bring it on’.  After the jazz, we knew they did well.  And for poms they performed better than they had all year (which is saying a lot since they haven’t yet lost this season).  It was energetic, spot on and the dancers looked like they were having fun.  The short story?  They placed with a 3rd medal in jazz and WON pom.  More importantly, they scored so well they were also named junior champions.

It doesn’t end there. The top scorers are also in contention for the GRAND champion award – which involves judges selecting the team they feel had entertainment value, etc.  The girls were named the Grand Champions!

Isn’t it the same in sales? We need all the Success Factors listed above to be the Grand Champion and win the big deals. And still having the right ‘scores’ isn’t always enough. We need to bring that ‘something extra’ to our sales calls that makes us memorable, trusting, and respected so that the prospect WANTS us to win with them. 

I hope you will make time this week to strengthen one of the Success Factors so you can be a Grand Champion in your sales this year.

Think about the most successful sales pros you know – do you see these Success Factors in them? What else would you add to the list?

Print Friendly

Filed Under: Uncategorized
Tags: goal setting, learning, Sales, Sales Tips

It’s Monday morning.  I’m tired.  The weekend was long and ended with a funeral for a 39 year old mom with young kids.  What an energy zapper.  And I have a long To Do list for today including an important sales call (aren’t they all important?).

How about you?  Ready to go this morning?

Sometimes its hard to be productive when you have ZERO pep.  Isn’t it?  So what to do?  Going back to bed is not an option.  Taking the day off isn’t either.  So I need to find a way to dig in and find ‘it’ today!

Here’s my plan to find ‘it’:

1. Before looking at my long To Do list, I am taking out my goals.  I am going to read through them and remind myself of WHERE I am headed.
2. Then I am going to really think hard about the rewards I am seeking by achieving the goals.
3. And next I am going to look at my To Do list for today and this week and make sure I have activities listed out that will move me forward.
4. Then I am going to start with the #1 priority (this blog post was the first #1 and I am almost finished !

Just writing these actions has me feeling more energetic!  I think it is because I have a plan now.  That works for me. I will have a productive day

What you need to discover is what works for you? How are you going to get ‘it’ going today so that THIS week is productive and powerful?

If you want help in being more productive, starting with your goals can help.  I did complete the Timely Tips to Achieve Your Goals eBook.  It’s a quick process to help you write and plan to reach your goals.  An easy-to-use goal planner is included!  All you need to do is sign up for the Timely Tips ezine here to get your copy.  If you are   already a Timely Tips subscriber, I sent you a link over a week ago to access yours.  If you don’t have it – send me an email. 

Print Friendly

Filed Under: Uncategorized
Tags: goal setting, maximize sales productivity, productivity, Sales Tips