The goals you set should be to achieve something for yourself, not just the company you represent. FILE PHOTO | NMG
The year 2019 promises to be precisely the kind you want it to
be. But first, a reminder: “Don’t get too excited about this New Year
stuff; only the calendar has changed-the spouse, job and targets remain
the same.” (Anonymous).
So how do you want your 2019
to be? Here are three resolutions you can make to dramatically outdo
your 2018 performance. Pick one; anything more and you’ll be deluding
yourself.
CHANGE YOUR COMPANY
It does
not matter how strong you imagine your resolve to be; you are influenced
by the company you keep. Do you want to improve your sales to be like
that colleague you covertly envy but overtly bad mouth? Well, change
your perception of him.
Genuinely open up to him thus:
“I admire how you sell and want to learn from you. Please let me sell
with you and correct me where I go wrong.” And then commit to this; the
winner will see it and pull you up.
Be wishy-washy
about it and he won’t. Choosing to soar with eagles means that the
chicken you have been pecking at the dirt with will despise you for it.
Let them; they will always be chicken. You must fly. You must soar. Will
it be easy? No. That’s why it’s a resolution.
BE PURPOSEFUL. SET SELFISH GOALS.
The
goals you set should be to achieve something for yourself, not just the
company you represent. Let it not be merely to meet the set targets but
to pay for your child’s school fees for that private school that is a
cut above your peers.
Usually, this selfish target is above the company’s but is the
primary driver. It should motivate you to celebrate a personal victory
while the company celebrates your public victory for surpassing targets.
Enrol
your spouse or girlfriend as your accountability partner. This is the
person who will push you to succeed, so be sure to make it selfish for
them too by incorporating a win for them. How? “I’ll buy you dinner
every quarter I meet my target.”
Of course your partner’s target should be to celebrate, not derail your savings for payment of fees, for instance.
INVEST IN BACK-OFFICE STAFF
These
are the unsung heroes of the successful sale. The technicians that
install the software or assembly plant you sold; the staff that will
process the cheque book and ATM card for the account you sold.
Give them that freebie (calendar or gift pack, for instance) that you usually give your relatives.
Buy
them lunch; ask them what you can do different this year to make your
mutual relationship smoother; invite them to a sales call.
Put
a smile on the face of these unsung heroes by surprising them with
recognition and watch your applications effortlessly jump the processing
queue in the course of the year.
Here’s to surpassing your targets in 2019. Cheers!
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