When I broke up in 1986, I read a few books that discussed how important it was to set goals if you wanted to succeed. I completely bought the idea and started writing down a comprehensive list of goals that I intended to achieve, along with dates for each goal. After consulting the books, I made my goals good and reasonable. You know, make six-year income, buy a bunch of beautiful toys, go for a wonderful vacation, such stuff. And every day, several times a day, I showed what my life was like after I achieved my goals.
So, how much emphasis have these goals and visual exercises done on my performance? Nothing – nada – zero – zilch! In the next two years, I did not get close to achieving any of my goals! Actually, I did not even do enough to pay my bills. I had to continue to enter credit cards to settle and I went further in debt.
I eventually became so disgusted that I walked away from the books and tore my pages my written goals. I decided that from that point of time I would focus on my daily work. In other words, I would work hard to do the right things on time, every day. If I completed it, I realized that at least I could pay my bills and go no further in debt.
I became a fan of prioritizing my activities. I would ask myself at least 20 times a day, "Am I doing the most important thing I could do now to sell? Can I push what I do now now before or after selling hours, and use this time to to do something I can not do before or after hours? "
Do you know what I discovered when I started asking myself these questions? I discovered that I was not prioritizing my daily work very well. Indeed, much of the time I was just responding to requests when they came up. For sales representative, suicide. After all, time is the only file we have!
Because of the new focus on doing the right actions on time, I started asking people when they needed what they were asking for and why they needed them. Often we come to a common conclusion that the projects were not as temporary as the initial request led them to appear. I could push many tasks late in the day or early in the morning. It paves me more time to look for and have a good opportunity at the time of sale.
Yes, I worked a lot of ten to twelve hours because of the amount of work I pushed before and after the sales time. But you know what? It was worth it!
After one year, I had increased my income by approximately 45%. I could finally pay all of my accounts every month, pay more than the minimum payment against my credit cards and still have money left for fun. In the second year, I doubled the income of last year and achieved six income that I never approached when it was one of my written goals. I could pay off all my credit cards, make a down payment on a new car, save money and start enjoying a "good life".
If setting goals has worked for you, usually keep it! However, if you have not been successful in achieving your goals, try another method described in this article. Emphasize your daily work. Ask yourself 20 times a day, "Am I doing the most important thing I could do now to sell? Can I push what I'm doing now before or after the sales time and use this time to do something which I can not do before or after hours? "
Be honest with yourself when answering these questions and keeping yourself responsible. Make the champion a priority. Changing your mental focus from goals to activities could be the way to succeed, as it was for me!
Copyright 2005-2008 – Alan Rigg