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  • Writer's picturebdkjenner

Rocket Fuel -Goals; A Great Cure for Motion Sickness

Updated: Mar 31

Today’s Rocket Fuel is about the importance of setting meaningful long-term goals. To make the point, let’s move to the rolling seas:

"When taking a boat ride or a cruise, motion sickness is more common when the person is below deck without access to a view of the water. It is best to remain on deck when possible and focus on the horizon."

Let me suggest that there is a similar form of motion sickness from which salespeople suffer. In our jobs, there are peaks and valleys that we experience throughout our days and weeks. Salespeople who focus on these ups and downs tend to suffer from a roller coaster ride of emotions. To avoid all the related symptoms that are caused by this short-term focus, salespeople also need to ‘remain on deck with their focus on the horizon’. Working towards a target is one of the most powerful things we can do to increase performance and results. Equally important, a goal keeps us focused on the destination we are striving for which helps us maintain a better perspective and attitude as we ride the swells along the way. So what makes a great goal?

  • A great goal will make you stretch, but at the same time, it is believable and achievable. If your goal is unrealistic or unattainable, it is too easy to give up the pursuit. On the other hand, if your goal doesn't make you stretch, then what is the point?

  • The goal should be specific (measurable), including a definite timeline.

  • While your goal is results-oriented, your plan to achieve the goal needs to be activity-oriented.

  • Your goal must have the buy-in and commitment of every person who will contribute to the goal to make it a reality.

  • Your goal needs to be in your face. A goal that is filed in a drawer and never looked at is a waste of time. Keep your goal in a place where you can see it every day.

  • Don't lock your goal up in your secret hope chest! Communicating your goal to others increases your chances of reaching it.

  • How many people would chase rainbows if there were no pot of gold waiting for them at the end? A great goal must include a great reward but don't expect your company to come up with the pot of gold. We are all self-managers and we need to find our own ways of rewarding ourselves for a job well done.

So pull out your goals and measure them against this list. Ask yourself, "Are my goals 'great' goals? Are you on target to achieve them?" If so, reach around and give yourself a well-deserved pat on the back. If you are not on target, don't despair; with the right focus and determination, you can make up lost ground! And remember, if the swells of day-to-day life are making you a little queasy, just pull out that list of great goals and focus on the horizon ahead.

Onward and upward!

Brian Kjenner

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#sales #salestraining #salesleadership #prospecting #selling

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