Goal Setting

2011-05-18T04:46:00.000-07:00

I had a friend I was mentoring on success in selling.

Her first year as a sales rep for a national brokerage firm she earned $60,000.
She earned $25,000 the previous year as a sales assistant.
This is a 58% increase in her income.
She was ecstatic at her success and frankly so was I.
I had contributed in some small way by my mentoring.

About 3 months into her second year, I noticed a change in her demeanor.
She was no longer upbeat, enthusiastic or passionate about her work.
I confronted her with my observations.
Her response was "I'm no longer doing as well as I have been".

After some questioning it came out that she set her second year goal at $120,000.

Her goal was unrealistic.
I asked her, "If you went to your manager and asked for a 50% increase in salary, what would he tell you:?"

"But this is what you are asking yourself to do.
It's unrealistic.
Reduce your goal to a more reasonable level - what about $80,000?"

This was still a 33% increase, but very achievable for her.
She was at that level within the next month.
Her attitude had changed dramatically.
Sales was fun again.

Now I advised her to move up to $90,000.
This again in realistic.
She did and was able to finish the year with $92,000.

Setting realistic goals is a key element to success in selling.

Being organized is another key element.

Scacci

Goal Setting