Over the years, I’ve talked a lot about making sure you define what success looks like for yourself. Based on a few conversations I’ve had lately, I think now is the time to talk about it again!
It’s not because people have forgotten the importance of defining their own goals, it’s that I’m getting the feeling:
- People don’t give themselves permission to change their goals if they no longer care about them (or they’re no longer relevant in their lives).
- Inside managers and salespeople accept the target; appointments set, margin or revenue numbers to achieve, etc. and don’t look beyond that for what they want for themselves.
- Once a goal is achieved, sometimes setting the next personal success mark is forgotten in the rush of daily activity.
Step 1 – Look at the success ‘marker’ you are thinking about setting for yourself and answer this question: ‘What does that GET me?’
Step 2 – Keep asking that question until there is no other answer.
Need an example? Here are two from different salespeople. Their initial definition is identical, but look where they each end up.
> make President’s Club ‘What does that GET me?’ > money ‘What does that GET me?’ > I can pay my bills. What does that GET me?’ > I don’t have to worry every month. ‘What does that GET me?’ > security for my family. What does that GET me?’ > financial piece of mind.
> make President’s Club ‘What does that GET me?’ > success in my job. ‘What does that GET me?’ > accolades. ‘What does that GET me?’ > people who have helped me see it is worth it. ‘What does that GET me?’ > see that I’m worth it. ‘What does that GET me?’ > belief in myself.
Step 3 – Create your own vision.
Once you reach your definition of Sales Success – what will it look like, feel like, sound like, BE when you reach it?
Look Like: I’m not telling you that there has to be a picture up in front of you… but if you want one, do that! Make sure it is a representation of YOUR definition of success. If you don’t like traveling to look at street art – my picture probably wouldn’t inspire you. An image that is a picture-perfect view of your success is the only image that will help you move forward every day.
Feel Like: If you are someone who learns by doing, consider this – understanding what it will feel like every day when you walk in the door when you achieve success is part of making it happen. Will there be swagger or quiet confidence? How will phone calls with prospects feel? Take the time to think about it and take little steps toward that feeling.
Sound Like: Perhaps you just heard the sound of cheering in your head or an old school cash register ringing. It is all about what you believe that success will sound like. Maybe it’s an engine revving or the sounds of construction. What will YOUR success sound like?
If you create something in your imagination, then put a plan in place and work toward it – you can’t help but be a success!
Working for what I want too,
Lynn
ps: James Vega is the Tuscan Street Artist whose smiling sun paintings made me smile too as I was wandering around Florence, Italy.