HTSS203 - Goal setting process in sales how to set your outcomes - Scott Sylvan Bell

How to use goals to sell more 

If you look at goal setting there are so many pieces of information from you to choose from. You have to find what works for you. There isn't a one size fits all goal-setting process for everyone. It's ok to try something and if it doesn’t work find something that does. Your job is to find a plan, stick to it and work it. You can always modify as needed, in the end, this is your recipe. 

Goal setting and sales 

One of the common mistakes salespeople and entrepreneurs make is to think they have to wait until January 1st every year to start with their goals. You will find consistency in sales starts with expectations and tracking. Plenty of salespeople and companies struggle with consistency and tracking. 

Goal setting data points 

Most stats about goal and goal setting have no attribution. Most studies have too small of sample sizes. It's tough to judge off success off of 10 people vs 1000 people. The Harvard Study Study has been shown to be fake or nonexistent. Here are the 2 constants you will find when you study goal setting. 

• You are 33% - 43% more likely to achieve a goal if it's written down. 2015 Gail Matthews
• You are 76% - 81% more likely to achieve a goal if it is tracked - No attribution
• Use ranges when setting goals – Particpances averaged 2 pounds per week when they targeted to 1-3 pounds per week. (https://hbr.org/2014/11/when-you-give-your-team-a-goal-make-it-a-range)
• Goal setting success can be linked with motivation, self confidence & autonomy (Locke & Lathan, 2006)

The goal-setting common experience 

There are some common traits in goal setting that seem to be a strong constant. These items are mentioned in just about every example, article, podcast, YouTube video as well as goal setting courses:

• Write your goals down
• Review your goals frequently with tracking 

Area 1 - You do have to have your foundation (the 4Ds):

• Discipline – How strong is your discipline – do you need someone to monitor you or tell you what to do? 
• Devices and Systems – What framework do you have besides your beliefs?
• Dates – What are your timelines: daily, weekly, monthly, quarterly, semiannually, and yearly
• Data - Where do you put your outcomes – how do you track them?

Area 2 – Reason why

Have a strong reason why to escape from struggling. This concept is the main drive above all and everything else that I see help people propel. There are 4 main topics with plenty of subtopics. 3 of these are common ideas and 1 isnt.

What is the deep-down reason for your goal? Not the reason you tell everyone. If you were to speak to a confidential source what would you tell them? This conversation may be super personal. For others, it can be an open book.  

Your desires and personal outcomes matter

• Prove yourself right – It was something I wanted to do, Show others what you can do – I want others to see me and hear me
• Prove others wrong – Everyone said I couldn’t
• Conditions you grew up in – poor or even in wealth
• Phantom – Natural drive – not normal in the distribution of people. Some people just don’t have this, it who they are

Questions to ponder for your reason why  

• What does the goal mean to you, how have you attached to the outcome?
• Do you really want the goal or is it a platitude?
• Are you trying to impress someone else?
• What is your level of commitment?
• What are you willing to sacrifice?
• What is in your way to get the goal accomplished?
• Who is in the way of your goal?
• Is the goal worthy of you?

 

Area 3 – The groupings and explanations

These are typically tied to a date and a sum of money or outcome. You can set a time and date fairly easily. By March 30th I will hit 500k in gross income from all of my businesses. Royalties, equity, mastermind and consulting. You can then add these 14 dimensions or groupings:

• Actions – Things you want to do and or achieve
• Events – Meetings and or groups you would like to be a part of. This could be courses, masterminds, philanthropic
• Locations – Places you want to be, want to go, want to attend. Purchase
• Money – the income you want to achieve, the money you want in savings and or investments
• People – The people you want in your life as well as the people you would like to do business with and connect to
• Philanthropy – the places you want to donate time and energy to
• Physical – How you work out, your weight
• Products – The things you want to purchase or acquire. Cars, watches, houses, businesses, buildings  
• Purchases – things you want