High Expectations and Hitting Sales Goals

by Dave Kahle

Question and Answer

Q. Your Ezine referenced something that I struggle with almost daily.  I’m definitely known for having very high expectations that aren’t so easy to meet.  I wondered if you could elaborate on what strategies you have seen succeed regarding this, because while I’m sure open to changing my attitude, I’m not thrilled with lowering my expectations.  I’m overly driven…and not far from driven crazy!

A. Believe me, I understand.  It is so easy to look at an issue and think, “I (or we) can do ….(some really high performance in that issue)…” 

And, under ideal circumstances, you really could do that!

The problem is, of course, that rarely does it exist under ideal circumstances.

     For example, let’s say that you determine your sales group could build the business by 25 percent this year. So, you, since you are in the habit of creating high expectations, decide to set a goal of a 25 percent increase in sales for your group.

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    Now, I understand the power of setting high expectations.  And I also understand that setting goals is the first step in serious achievement.  However, the goal itself is only the starting point.  Granted, it is an important starting point, but it is hardly sufficient by itself.

     Before you commit to that goal, do some important analysis by answering a couple of questions.

First, “What has to change for your group to achieve that goal?”

I’m assuming that the group did not produce a 25 percent increase this past year.  So, your goal calls for greater performance than in the past.  So, in order to achieve it, something has to be different this year than last year.  What is it?

     It may be that a competitor has gone out of business and you expect to scarf up all their former customers.  Or, it may be that something has happened in the market, and now it is 25 percent bigger than it was last year.  In other words, it may be that some external circumstances have occurred to dramatically change  ... READ THE ORIGINAL ARTICLE HERE.

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