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Achieve
HOW do I reach my goals?
Now that your goals are written, we move to creating a strategy for achievement.
This is kind of fun because you can focus on HOW you will achieve this. During your evaluation and assessment of the year, you might have noticed that you like doing some strategies more than others, or you were better at some than others, or some strategies were more effective than others. You may have found that the market or buying habits of your customers/clients has changed and you need to adjust your appro…
What exactly are goals?
Consider WHAT you WANT to create and achieve next year. What matters to you so much that you are going to “make it happen,” as my father used to say by setting a strategy. Those are your goals.
Goals should always be written as RESULTS. Articulation is important. I like the S-M-A-R-T process because it’s clear and simple.
Specific Clear, not ambiguous or vague.
Measurable It can be counted. Numbers or percentages…
Goals Again
Yes. Goals again!
In most showrooms, December is rather quiet, with customers, clients and designers preparing for and celebrating the holidays. Prior to setting goals for the new year, December is a good month for evaluation and analysis if you didn’t do so in November. If not, see my November blogs for assistance.
Are you noticing any resistance to writing goals for next year? Do you have any sense that you don’t really need to do write goals? Perhaps you feel that you have figured out a p…
Differently
Differently? What?
We have looked at what to do more of, less of…and now differently.
Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper
calendar and absolutely resisting using technology…it might finally be time to do things
differently.
Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow
up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.
C…
C…
Less of...
Yes, it is possible to do LESS of something!
It seems counter-intuitive to look at what we might do less of following a blog that focused on
MORE!
Maybe we could have talked less or talked less about things that were unimportant to the buyer
and only important to us. Or have spent less time on an interaction that was ineffective
(combine that with talking too much – ouch). Or we might have spent less time on non-sales
actions that kept sales actions from happening.
Or brought less resista…
More of...
In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.
When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?
Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…
Evaluation
As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.
Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.
Objectively evaluating performance can be tough – we want…
Don’t Let Up Until You Finish
You are almost there. It’s almost over.
Stay with the process and keep at it until you have crossed the finish line…and resist the temptation to lighten up as the end nears.
This is when others will give up…they will say ‘it’s close enough’…or that making goal is overrated…or some other disempowering belief that makes giving up seem reasonable. You might have done that in the past, too. But this is a new reality, and you are building a new set of skills that will serve you to consistently…
DISC – Steadiness Style
I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.
Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…
Observe the Calendars of Your Sales Team Members
Now that your calendar is set with recurring actions and appointments, you can start connecting the dots (for yourself) of how that level of organization is contributing to the results you are achieving.
And you can be the example for your team to follow.
Your example and expertise will allow you to coach your team on HOW to organize their time and HOW to plan for appointments so that they can begin to experience that level of organization for themselves and connect their own dots of struct…
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