Product Tips from the SAM Toolbox: Goals - Front and Center!
Goals give us a track to run on, something to strive for, and a clear focus. The number one benefit to using the SAM Planner is that it helps you to measure, focus on, and achieve your goals. Why is that the primary emphasis? Sales professionals with goals are much more likely to succeed than those without!
Goals motivate us to achieve our best – it really is that simple!
Good goals should have six traits, represented by SAM-I-AM:
Specific, Activated, Measurable – Incremental – Achievable, Motivational
In order to make sure your goals continue to meet these standards, write down your goals and review often!
The goal-planning process is the first step to focusing on your business. With SAM, this starts with the Simple PGA Business Plan at the front of our Planner. Completing the Business and Action Plan will help you clarify your “Why, What, How” goals.
The Why Goals are your purpose, personal mission and business vision, while the What Goals are your income and professional goals.
The How Goals are represented by your Action Plan and calculating the activities necessary to achieve your goals.
Once you complete your business plan, it is time to execute your plan by keeping score and keeping your goals. Post your weekly goals in the SAM Planner at the top of each Week-at-a-glance page so that your production and activity goals are in front of you at all times. Posting your goals each week helps to provide continuity (both consciously and subconsciously) with your annual business plan.
Sales activity management doesn’t leave success to chance and is based on three principles:
Sales is a numbers game: Keep score with your goals and activities.
Quality activities produce quality results: It starts with your goals and high pay-off activities.
What gets measured tends to get done and improve: Measure your activities to your goals/know your percentages/know the dollar value of your activities.
