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HTSS203 - Goal setting process in sales how to set your outcomes - Scott Sylvan Bell
- 2022/01/05
- 再生時間： 36 分
- ポッドキャスト
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あらすじ・解説
How to use goals to sell more If you look at goal setting there are so many pieces of information from you to choose from. You have to find what works for you. There isn't a one size fits all goal-setting process for everyone. It's ok to try something and if it doesn’t work find something that does. Your job is to find a plan, stick to it and work it. You can always modify as needed, in the end, this is your recipe. Goal setting and sales One of the common mistakes salespeople and entrepreneurs make is to think they have to wait until January 1st every year to start with their goals. You will find consistency in sales starts with expectations and tracking. Plenty of salespeople and companies struggle with consistency and tracking. Goal setting data points Most stats about goal and goal setting have no attribution. Most studies have too small of sample sizes. It's tough to judge off success off of 10 people vs 1000 people. The Harvard Study Study has been shown to be fake or nonexistent. Here are the 2 constants you will find when you study goal setting. You are 33% - 43% more likely to achieve a goal if it's written down. 2015 Gail MatthewsYou are 76% - 81% more likely to achieve a goal if it is tracked - No attributionUse ranges when setting goals – Particpances averaged 2 pounds per week when they targeted to 1-3 pounds per week. (https://hbr.org/2014/11/when-you-give-your-team-a-goal-make-it-a-range)Goal setting success can be linked with motivation, self confidence & autonomy (Locke & Lathan, 2006) The goal-setting common experience There are some common traits in goal setting that seem to be a strong constant. These items are mentioned in just about every example, article, podcast, YouTube video as well as goal setting courses: Write your goals downReview your goals frequently with tracking Area 1 - You do have to have your foundation (the 4Ds): Discipline – How strong is your discipline – do you need someone to monitor you or tell you what to do? Devices and Systems – What framework do you have besides your beliefs?Dates – What are your timelines: daily, weekly, monthly, quarterly, semiannually, and yearlyData - Where do you put your outcomes – how do you track them? Area 2 – Reason why Have a strong reason why to escape from struggling. This concept is the main drive above all and everything else that I see help people propel. There are 4 main topics with plenty of subtopics. 3 of these are common ideas and 1 isnt. What is the deep-down reason for your goal? Not the reason you tell everyone. If you were to speak to a confidential source what would you tell them? This conversation may be super personal. For others, it can be an open book. Your desires and personal outcomes matter Prove yourself right – It was something I wanted to do, Show others what you can do – I want others to see me and hear meProve others wrong – Everyone said I couldn’tConditions you grew up in – poor or even in wealthPhantom – Natural drive – not normal in the distribution of people. Some people just don’t have this, it who they are Questions to ponder for your reason why What does the goal mean to you, how have you attached to the outcome?Do you really want the goal or is it a platitude?Are you trying to impress someone else?What is your level of commitment?What are you willing to sacrifice?What is in your way to get the goal accomplished?Who is in the way of your goal?Is the goal worthy of you? Area 3 – The groupings and explanations These are typically tied to a date and a sum of money or outcome. You can set a time and date fairly easily. By March 30th I will hit 500k in gross income from all of my businesses. Royalties, equity, mastermind and consulting. You can then add these 14 dimensions or groupings: Actions – Things you want to do and or achieveEvents – Meetings and or groups you would like to be a part of. This could be courses, masterminds, philanthropicLocations – Places you want to be, want to go, want to attend. PurchaseMoney – the income you want to achieve, the money you want in savings and or investmentsPeople – The people you want in your life as well as the people you would like to do business with and connect toPhilanthropy – the places you want to donate time and energy toPhysical – How you work out, your weightProducts – The things you want to purchase or acquire. Cars, watches, houses, businesses, buildings Purchases – things you want to buyRecreation – what you want to do for funRelationships – How you treat the people in your life and how they treat you. Family, significant others, friends, and colleaguesRewards – this is an if-then statement style (when I do this, I will do that) this is the ultimate dopamine rush for your goalsSpiritual – Your relationship with your creator and your styleStretch goals – These are the additions to a goal a “push up” in case you hit something quicker Area 3 – The...