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Goal Setting & Sales Planning

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Goal Setting & Sales Planning

  1. 1. Goals
  2. 2. <ul><li>A dream is just a dream. A goal is a dream with a plan and a deadline.” </li></ul><ul><li>-Harvey Mackay </li></ul>
  3. 7. <ul><li>The WHY is most important. </li></ul><ul><li>The WHY is what Motivates us. </li></ul>
  4. 8. BHAG <ul><li>Big Hairy Audacious Goal. </li></ul><ul><li>Aligns values with mission or vision. </li></ul>
  5. 9. BHAG
  6. 10. 4 Different Views on Goals
  7. 11. <ul><li>What do you expect to happen? </li></ul><ul><li>What do you WANT to happen? </li></ul><ul><li>Where’s your Passion to Crush it? </li></ul>
  8. 12. S.M.A.R.T. – View # 2 <ul><li>Specific </li></ul><ul><li>Measurable </li></ul><ul><li>Attainable </li></ul><ul><li>Realistic </li></ul><ul><li>Timely </li></ul>
  9. 13. Keith Rosen on Goals #3 <ul><li>What are you willing to do beyond what you're currently doing to achieve that? </li></ul><ul><li>What are you willing to give up in order or leave behind to achieve that? (Old beliefs, ineffective actions, ways of being, diversionary tactics, etc.) </li></ul><ul><li>Who do you need to become to achieve this? </li></ul>
  10. 14. Perspective # 4: Questions <ul><li>What do I want to finish? </li></ul><ul><li>What do I want to change? </li></ul><ul><li>What do I want to maintain? </li></ul><ul><li>What do I want to stop doing? </li></ul><ul><li>What do I need to do? </li></ul><ul><li>What can I finally throw out? </li></ul><ul><li>What does my best effort look like? </li></ul>
  11. 15. <ul><li>What do I want to Achieve? </li></ul><ul><li>WHY? </li></ul><ul><li>What’s your Vision? </li></ul><ul><li>How do I get from where I am to where I want to be? </li></ul><ul><li>Break it down: steps, short-term. </li></ul><ul><li>Then get to work! </li></ul>
  12. 16. <ul><li>Goals are a way to ignite lasting change in yourself. </li></ul>
  13. 17. <ul><li>“ The greatest reward in becoming a millionaire is not the amount of money that you earn. It is the kind of person that you have to become to become a millionaire in the first place.” </li></ul>
  14. 18. <ul><li>They live well below their means. </li></ul><ul><li>They allocate their time, energy, and money efficiently, in ways conducive to building wealth. </li></ul><ul><li>They believe that financial independence is more important than displaying high social status. </li></ul><ul><li>Their parents did not provide economic outpatient care. </li></ul><ul><li>Their adult children are economically self-sufficient. </li></ul><ul><li>They are proficient in targeting market opportunities. </li></ul><ul><li>They chose the right occupation. </li></ul><ul><li>Mainly about mindset and goals. </li></ul>Millionaire Next Door
  15. 19. How Does that Fit into Sales?
  16. 20. Performance Reviews <ul><li>Performance Reviews are a lot like Goal Setting. </li></ul><ul><ul><li>Goal </li></ul></ul><ul><ul><li>Date </li></ul></ul><ul><ul><li>Metrics </li></ul></ul><ul><ul><li>Review </li></ul></ul><ul><ul><li>Adjust </li></ul></ul>
  17. 21. Accountability
  18. 22. Sales Planning 101 <ul><li>Have to have a Goal! </li></ul><ul><li>Top 25 Prospects / Key Accounts </li></ul><ul><li>Where’s the Opportunity? </li></ul><ul><li>Segmentation by Product/Industry </li></ul><ul><li>Planning = Direction </li></ul><ul><li>Break it down. </li></ul><ul><li>RGA </li></ul>
  19. 23. Quota <ul><li>isn’t a Goal. </li></ul><ul><li>a job requirement. </li></ul><ul><li>benchmark. </li></ul><ul><li>A Goal is something you set for yourself. </li></ul><ul><li>Turn the quota into a Goal and OWN IT! </li></ul>
  20. 24. 8 Sales Resolutions <ul><li>Tightly identify your targets. </li></ul><ul><li>Be more selective. </li></ul><ul><li>Control conversations. </li></ul><ul><li>Properly prepare for meetings. </li></ul><ul><li>Establish credibility 1st. </li></ul><ul><li>Ask “tougher” questions. </li></ul><ul><li>Don't rush to make presentations. </li></ul><ul><li>Prospect more productively. </li></ul>
  21. 25. <ul><li>to help you to set effective goals: </li></ul><ul><ul><li>State each goal as a positive statement . </li></ul></ul><ul><ul><li>Be precise : set a precise goal, putting in dates, times and amounts so that you can measure achievement. </li></ul></ul><ul><ul><li>Write goals down : this crystallizes them and gives them more force. </li></ul></ul><ul><ul><li>Set realistic goals: it is important to set goals that you can achieve. </li></ul></ul><ul><ul><li>Break them down to smaller steps. </li></ul></ul>Setting Goals Effectively
  22. 27. <ul><li>STRETCH yourself for Growth! </li></ul>
  23. 29. Goal Areas <ul><li>Health </li></ul><ul><li>Family </li></ul><ul><li>Friends </li></ul><ul><li>Happiness </li></ul><ul><li>Business </li></ul><ul><li>Travel </li></ul><ul><li>Volunteer </li></ul><ul><li>Hobbies </li></ul>
  24. 30. Goals for Agents <ul><li>Get Certified by end of 1Q2011 </li></ul><ul><li>Be the # 1 Agent for ________. </li></ul><ul><li>Learn one new service. </li></ul><ul><li>Improve one sales skill. </li></ul><ul><li>Read 1 book or blog. </li></ul><ul><li>Get involved in TCA or Advisory Board. </li></ul><ul><li>Retention and New Clients. </li></ul>
  25. 31. Final Thoughts <ul><li>“ It requires the same amount of energy to be successful as it does to be unsuccessful.” </li></ul><ul><li>“ 99% of your assets are standing in your shoes.” </li></ul><ul><li>“ 1% Inspiration, 99% Perspiration.” </li></ul><ul><li>80% of success is showing up. </li></ul>
  26. 32. <ul><li>If you need any help with Goal Setting or Sales Planning, please contact RAD-INFO, INC. </li></ul><ul><ul><li>813-963-5884 </li></ul></ul><ul><ul><li> </li></ul></ul><ul><li> </li></ul><ul><li>twitter: @radinfo </li></ul>
  27. 33. <ul><li>Work ON your business, not just IN it. </li></ul>

Editor's Notes

  • Goals are about Direction. How do you know where you are going?
  • Goals help you Focus. Lots of shiny objects but you have to keep your eye on the prize.
  • Obstacles are what we see when we take our eyes off the Goal.
  • Personal dev, Biz dev and sales planning
  • One key component of goals is the WHY. If the WHY is big enough it can motivate us. New house? Child’s education?
  • From Jim Collins in Built to Last - Clear, compelling mission – No. 1 Agency; Retirement;
  • Its what drives us
  • Do not set goals too low: just as it is important not to set goals unrealistically high, do not set them too low.
  • Aim High to Stretch your skills/abilities to enable personal growth.
  • Growth occurs outside your comfort zone.