Daily Controllable Goals
It's December. The time of the year for sales people to close out strong, and start planning for next year. During this time of the year, I notice that many sales people decide what they want to accomplish next year as far as their sales numbers go, and then they stop there. This is a tragic mistake, and often is the reason that their plan doesn't equate to success.
When working with my clients, I challenge them to take their sales goals, and break them down into daily goals. Figure out how many days you will be in the field working next year, and then figure out what you need to do on a daily basis to hit your goals. Then, the final step is focusing on "daily controllable goals".
"Daily controllable goals" are things that you completely control. For example, if your goal is to keep three appointments/day, and someone cancels, then you need to default to something you can control, like doing more phoning or prospecting. When I was building my business, I decided how many clients that I wanted, and if I got to a spot in my day when I didn't have a client, I defaulted to doing something in my control to proactively generate more clients. Doing this ensured that I was always productive, and helped me grow my business quickly.
My challenge for you for 2004 is to figure out what your "daily controllable goals" are for each day, and focus on a daily basis on these things. This will effectively help you to align your daily actions with your long-term intentions, and will ensure your success!