The best salespeople are habitual goal-setters.
There’s a good reason for that. When you set a goal, you survey the world of all possible things that you could possibly do, and decide which of those things are the most important. You then turn that decision into a goal. And that goal then influences your day-to-day, week-to-week, and month-to-month decisions.
I’ve often maintained that a
field salesperson has a set of decisions to make, over and over in the course of every single day. Those decisions are these:
Who to
see?
What to
do?
Where to
go?
The ability to consistently make these decisions effectively will, more than any other single thing, impact that person’s productivity and eventual success as a salesperson.
When you create a handful of specific, measurable sales goals, you develop a set of criteria which help you make those all important decisions more effectively.
For example, let’s say that one of your sales goals is: To penetrate my “A” accounts more fully by selling each at least two more categories of product.
It’s Tuesday morning, and you
have a number of conflicting...CLICK HERE TO READ FULL ARTICLE.
