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Goals
A dream is just a dream. A goal is a dream with a plan and a deadline.” -Harvey Mackay
 
 
 
 
The WHY is most important. The WHY is what Motivates us.
BHAG Big Hairy Audacious Goal. Aligns values with mission or vision.
BHAG
4 Different Views on Goals
What do you expect to happen?  What do you WANT to happen? Where’s your Passion to Crush it?
S.M.A.R.T. – View # 2 Specific Measurable Attainable Realistic Timely
Keith Rosen on Goals #3 What are you willing to do beyond what you're currently doing to achieve that? 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.) Who do you need to become to achieve this?
Perspective # 4: Questions What do I want to finish? What do I want to change? What do I want to maintain? What do I want to stop doing? What do I need to do? What can I finally throw out? What does my best effort look like?
What do I want to Achieve? WHY? What’s your Vision? How do I get from where I am to where I want to be?  Break it down: steps, short-term. Then get to work!
Goals are a way to ignite lasting change in yourself.
“ 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.”
They live well below their means.  They allocate their time, energy, and money efficiently, in ways conducive to building wealth.  They believe that financial independence is more important than displaying high social status. Their parents did not provide economic outpatient care.  Their adult children are economically self-sufficient.  They are proficient in targeting market opportunities. They chose the right occupation. Mainly about mindset and goals. Millionaire Next Door
How Does that Fit into Sales?
Performance Reviews   Performance Reviews are a lot like Goal Setting.  Goal Date Metrics Review Adjust
Accountability
Sales Planning 101 Have to have a Goal! Top 25 Prospects / Key Accounts Where’s the Opportunity? Segmentation by Product/Industry Planning = Direction Break it down. RGA
Quota isn’t a Goal. a job requirement. benchmark.  A Goal is something you set for yourself. Turn the quota into a Goal and OWN IT!
8 Sales Resolutions Tightly identify your targets. Be more selective.  Control conversations. Properly prepare for meetings.  Establish credibility 1st. Ask “tougher” questions. Don't rush to make presentations. Prospect more productively.
to help you to set effective goals: State each goal as a  positive statement . Be precise :  set a precise goal, putting in dates, times and amounts so that you can measure achievement.  Write goals down :  this crystallizes them and gives them more force.  Set  realistic  goals:  it is important to set goals that you can achieve. Break them down to smaller steps. Setting Goals Effectively
 
STRETCH yourself for Growth!
 
Goal Areas Health Family Friends Happiness Business Travel Volunteer Hobbies
Goals for Agents Get Certified by end of 1Q2011 Be the # 1 Agent for ________. Learn one new service. Improve one sales skill. Read 1 book or blog. Get involved in TCA or Advisory Board. Retention and New Clients.
Final Thoughts “ It requires the same amount of energy to be successful as it does to be unsuccessful.” “ 99% of your assets are standing in your shoes.” “ 1% Inspiration, 99% Perspiration.” 80% of success is showing up.
If you need any help with Goal Setting or Sales Planning, please contact RAD-INFO, INC.   813-963-5884 http://rad-info.net http://sellecom.net twitter: @radinfo
Work  ON  your business, not just  IN  it. http://radinfo.blogspot.com/2010/01/conversation-about-goal-setting.html

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Goal Setting & Sales Planning

  • 2. A dream is just a dream. A goal is a dream with a plan and a deadline.” -Harvey Mackay
  • 3.  
  • 4.  
  • 5.  
  • 6.  
  • 7. The WHY is most important. The WHY is what Motivates us.
  • 8. BHAG Big Hairy Audacious Goal. Aligns values with mission or vision.
  • 10. 4 Different Views on Goals
  • 11. What do you expect to happen? What do you WANT to happen? Where’s your Passion to Crush it?
  • 12. S.M.A.R.T. – View # 2 Specific Measurable Attainable Realistic Timely
  • 13. Keith Rosen on Goals #3 What are you willing to do beyond what you're currently doing to achieve that? 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.) Who do you need to become to achieve this?
  • 14. Perspective # 4: Questions What do I want to finish? What do I want to change? What do I want to maintain? What do I want to stop doing? What do I need to do? What can I finally throw out? What does my best effort look like?
  • 15. What do I want to Achieve? WHY? What’s your Vision? How do I get from where I am to where I want to be? Break it down: steps, short-term. Then get to work!
  • 16. Goals are a way to ignite lasting change in yourself.
  • 17. “ 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.”
  • 18. They live well below their means. They allocate their time, energy, and money efficiently, in ways conducive to building wealth. They believe that financial independence is more important than displaying high social status. Their parents did not provide economic outpatient care. Their adult children are economically self-sufficient. They are proficient in targeting market opportunities. They chose the right occupation. Mainly about mindset and goals. Millionaire Next Door
  • 19. How Does that Fit into Sales?
  • 20. Performance Reviews Performance Reviews are a lot like Goal Setting. Goal Date Metrics Review Adjust
  • 22. Sales Planning 101 Have to have a Goal! Top 25 Prospects / Key Accounts Where’s the Opportunity? Segmentation by Product/Industry Planning = Direction Break it down. RGA
  • 23. Quota isn’t a Goal. a job requirement. benchmark. A Goal is something you set for yourself. Turn the quota into a Goal and OWN IT!
  • 24. 8 Sales Resolutions Tightly identify your targets. Be more selective. Control conversations. Properly prepare for meetings. Establish credibility 1st. Ask “tougher” questions. Don't rush to make presentations. Prospect more productively.
  • 25. to help you to set effective goals: State each goal as a positive statement . Be precise : set a precise goal, putting in dates, times and amounts so that you can measure achievement. Write goals down : this crystallizes them and gives them more force. Set realistic goals: it is important to set goals that you can achieve. Break them down to smaller steps. Setting Goals Effectively
  • 26.  
  • 28.  
  • 29. Goal Areas Health Family Friends Happiness Business Travel Volunteer Hobbies
  • 30. Goals for Agents Get Certified by end of 1Q2011 Be the # 1 Agent for ________. Learn one new service. Improve one sales skill. Read 1 book or blog. Get involved in TCA or Advisory Board. Retention and New Clients.
  • 31. Final Thoughts “ It requires the same amount of energy to be successful as it does to be unsuccessful.” “ 99% of your assets are standing in your shoes.” “ 1% Inspiration, 99% Perspiration.” 80% of success is showing up.
  • 32. If you need any help with Goal Setting or Sales Planning, please contact RAD-INFO, INC. 813-963-5884 http://rad-info.net http://sellecom.net twitter: @radinfo
  • 33. Work ON your business, not just IN it. http://radinfo.blogspot.com/2010/01/conversation-about-goal-setting.html

Editor's Notes

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