GOALS: Ready, Aim, Fire . . .NOT Ready, Fire, Aim!
Recently a major company that I train for announced plans for a sales contest that would run over the next six months. The consultants who qualified for the trip would, along with their spouse or guest, be treated to a delightful five-day Caribbean cruise on one of Royal Caribbean’s top-of-the-line cruise ships. If that wasn’t enough, the company would be picking up the airfare and just maybe a few extra perks. This is something that the consultants would not want to miss.
Imagine them, for a moment, as they picture in their minds the highest degree of pampering, food and more food, shows, sun, relaxation, reading, activities, movies, and ports of call with golfing and sailing! Beyond that, what about every water sport (bass fishin’?!) they could think of; not to mention spending time with friends and peers. Come on, they won’t even have to turn down their bed sheets; the cruise ship staff will do it for them.
Do you think every consultant, after picturing all this, would want to attend? Of course, who wouldn’t! Yet, why does the “end of the story” always have the same conclusion? It doesn’t matter what company, what salesperson, or what industry you’re in, the end result is that 20-percent will make the trip and 80-percent will not. In fact, it’s events like this that always find us remembering that old 80/20 rule.
What if your company offered you an incentive such as this trip or something of equal value? So you want to be in the 20-percent bracket, correct? Yet, do you REALLY want to be there? Do you REALLY want to make the cruise? Know this… REALLY means having that red-hot burning internal desire to do two things, to do them now, and to do them well. First, you have to get out of the way of yourself. Most of us have a tendency to do things that get us in the 80-percent bracket. In the Attraction In Action world, it’s called being on the correct pathway. Modify your paradigms so you place yourself in the 20-percent bracket. Secondly and the most important, you must have written goals that will get you on track and keep you on the correct course.
So, let’s share some specific “tackle” (fishin’ acronym for “ammunition”) you’ll need as it pertains to goals. The “lures” you choose to use from your tackle box will help you make that jump into the 20-percent bracket.
Before we start, I am reminded of a favorite quote: “The purpose of goals is to focus our attention. The mind will not reach toward achievement until it has clear objectives. The magic begins when we set goals. It is then that the switch is turned on, the current begins to flow, and the power to accomplish becomes a reality.” — (Author unknown)
Quite a clear “statement of fact” for what we are talking about!
Do a mirror check. Do you fit into one of these? If so, just being aware that you fit into one means that half the battle is already won. Ask yourself, “Who could you have discussion with that might help you write your goals?” A friend, a coworker, your sales manager, your coach?
A study conducted by Yale University in 1956 showed that the top three-percent of the graduating class wrote out their goals. A follow-up study 30 years later, in 1986, showed that this same three-percent was significantly more successful than the rest of the class, and again the major difference was that they were still writing goals.
Do what it takes to be part of that 20-percent group we spoke about earlier, or even better than that, do what it takes to make the three-percent club! It’s the plans that are laid now and your activity between the beginning and the “end of the story” that make the difference. You have to get out of the way of yourself. You must be unbending. You must be tenacious. And, you must maintain and have persistence until your goals have been achieved!
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After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
March 16th, 2009 at 8:24 pm
Hi Chuck,
Great website! I’m going to try to get in on your seminar next week.
Cheers!
Sandy Bell
March 16th, 2009 at 9:37 pm
Thanks Sandy, glad you are enjoying the material! Hope you can make the seminar!
Chuck
July 21st, 2010 at 9:41 pm
[...] Read Ready, Aim, Fire! [...]
December 30th, 2010 at 10:21 am
Thank you so much for sharing your knowledge with us.