Goal setting 2016 workbook

HOW TO ACCELERATE

SALES GROWTH IN 2016

Selling Skills INSTITUTE “The leader in Transforming Sales

Performance”

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“The greatest tragedy of all is

that too many salespeople

invest their entire lives in sales

and it never occurs to them

that they should commit

themselves to becoming

excellent at it.”

Charlie Anderson

President Selling Skills Institute

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To reach the next level of success, you need to look in the mirror and occasionally assess what’s working and what’s not working.

Self-assessment is the first step in any personal improvement program and is often the hardest step.

As famed UCLA basketball coach John Wooden put it, “It’s what you learn after you-know-it-all that counts.”


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What’s working … what’s not working?

Working Not Working

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Action Plan for Improvement

What’s Not Working

Action Plan To Improve

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List your most rewarding successes for 2015

1. _________________________________2. _________________________________3. _________________________________4. _________________________________

List your biggest disappointments - that you had control of.

5. __________________________________6. __________________________________7. __________________________________8. __________________________________Was there anything you could have done to lessen or eliminate these disappointments?______________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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To lead a successful life, career, and/or business, you need four things:

1. A crystal clear understanding of WHAT you want to achieve.

2. A passionate desire and burning WHY that inspires massive action.

3. A plan of action, which points to HOW success will be achieved.

4. Specific deadlines. The purpose of a deadline is to dictate WHEN you want to reach your goal. Goals linked to a timeframe create a practical sense of urgency.

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Goal Setting Brainstorming

What’s your 2015 new business revenue goal?

What’s your minimum revenue size account?

How may new clients are you looking to onboard in 2015?

What’s your strategy to retain your clients?

How many prospects are in your database?

How many prospects fit the profile of your ideal client?

How do you plan on generating new leads?

How many new leads will you add to your sales funnel, each month in 2015?

How much uninterrupted time each week do you plan on setting aside for tele-prospecting calls?

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Goal Setting Brainstorming

What’s your plan to improve your:- Networking activities- Social media presence- Personal brand - LinkedIn

Do you have a list of referral sources for 2015?

How much potential revenue is in your 2015 pipeline?

Segment prospects in your pipeline based on their likelihood of doing business with you?

- A prospects – Very likely - B prospects – There’s a good chance - C prospects – Less than 50%

Have you written down your daily behavior goals?

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Goal Setting Tips

Make a commitment to invest at least 10 minutes every day revisiting your goals.

Align your goals with your vision. Too often salespeople choose goals that are inconsistent with their priorities and beliefs. In a clash between your beliefs and your wishes, your beliefs will win every time

Quantify your goals. Make them as specific as possible. Many people never reach their goals because they are too vague about what they desire

Set a deadline. Deadlines move us to action. Determine a timeframe – weeks, months, or years in which you want to accomplish your goals

Update your goals and daily behaviors based on your monthly results

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Obstacles to SuccessHere is a quick exercise that you can do that may help you reach a goal faster and easier.

Write down ONE goal.____________________________________________________________________________________________________________________________________

Write down three obstacles that may prevent you from achieving the goal.1. ________________________________________2. ________________________________________3. ________________________________________

Underneath each obstacle list three possible solutions to the problem.______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Critical Indicators 2015 Goal

Revenue /premium goal $Monthly revenue/premium goal $Projected revenue from current book $New clients needed to reach goal #Retention goal %Closing ratio %Minimum account size $Proposals / quotes (per month) #Qualified appointments (per month) #Referrals / Introductions (per month) #First contact dials (per month) #Networking meetings (per month) #New qualified leads (per month) #Client visits (per month) #Marketing campaigns (per month) #

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Top 10 Targeted Accounts for 2015

Potential Revenue

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Sales Plan for 2015The sales plan provides the sales rep with a roadmap for how they plan to accomplish their goals within a specified 12-month period.

SALES PLAN CONTENT TO INCLUDE:

Your client contact information by city / state / region

Executive summary of pipeline opportunities

Territory SWOT (Strengths, weaknesses, opportunities and possible threats

External factors that can/will influence production results

Sales projections for 2015

Resources required to produce projected results

Reporting requirements

The preparation and work you put into planning is what will likely ensure your success.


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My 2015 Sales Plan … What I will do to achieve my goals.

OUTLINE YOUR PLAN OF ACTION1. ________________________________________

_2. ________________________________________

_3. ________________________________________

_4. ________________________________________

_5. ________________________________________

_6. ________________________________________

_7. ________________________________________

_8. ________________________________________

_9. ________________________________________

_10. ________________________________________

_11. ________________________________________

_12. ________________________________________

_13. ________________________________________

_14. ________________________________________

_15. ________________________________________

_

Goal-setting is meaningless without an effective plan to reach your goals.

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Goal Setting Behaviors

To produce _________ revenue in 2015, I must

have ________ appointments with qualified

prospects. (Compute sales appointments to

closed sale ratio – factor in average ($) size of

sale)

To set ________ qualified sales appointments, I

must have _______ conversations with decision

makers this year. (Compute conversations to

appointment ratio)

I must have ________ conversations per month.

I must have _______ conversations per day.

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Do The Important Things FirstIt really doesn’t matter how much we do, if what we’re doing isn’t what matters most.

SET PRIORITIES EVERYDAY Schedule TIME in your calendar/outlook to work on your

top priorities.

Make appointments with yourself to work on HIGH-PAY behaviors (behaviors that will get you to your goals)

Treat appointments with yourself as you would treat an appointment with anybody else

Plan around your appointments

Channel other activities and requests to different time blocks

If your appointment has to be changed, reschedule it immediately.

Give yourself the same consideration you would give anyone else

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High-Pay Sales Activities

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HIGHLY PRODUCTIVE DAYDescribe what YOUR highly successful day looks like.__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Daily 10-Step Action Plan

1. Block a minimum of one hour of uninterrupted time in your calendar /outlook for tele-prospecting calls.

2. Make 5 teleprospecting calls before10:00 a.m.

3. Send three emails to prospects in your pipeline.

4. Mail two letters to prospects in your pipeline.

5. Make five telephone follow-up calls before 3:00 p.m.

6. Meet/talk with one new qualified prospect.

7. Reach out to one potential referral source.

8. Mail one thank you note to either a prospect or a client.

9. Review your goals and sales progress.

10. Take care of your clients.

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Activity GoalsActivities Daily Goal Weekly

GoalMonthly

GoalTotal

Tele-prospecting calls

Networking events

Referrals & Introductions

New sales leads

New conversations

New qualified appointments

Scheduled prospecting time

Follow-up calls

Client visits

Letters/Thank you notes, etc.

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ImprovementsIn order to achieve my 2015 goals, I’m committing to make improvements in the following areas.

Improvements Action plan Time frame

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Proven Steps to Overcome Procrastination1. Recognize it is happening.2. Be reasonable in your expectations of

yourself. 3. Invest time in preparation and planning.4. Break down tasks into manageable bits.5. Give yourself rewards when you achieve a

goal.6. When you get stuck, try a different strategy

rather than stop working.7. Accept the fact it’s not always possible to

complete everything in one day. Don’t feel guilty if you don’t finish the task.

8. Prioritize by determining what’s important. At the same time, place the less important tasks at the bottom of your get-done-list.

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The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into manageable tasks, and then starting on the first one.

Mark Twain

HOW TO GET STARTED!

SUCCESSFUL PEOPLE THINK AND ACT DIFFERENTLY

1. Successful people are committed to being successful. Unsuccessful people hope to be successful.

2. Successful people focus on opportunities. Unsuccessful people focus on obstacles.

3. Successful people associate with positive people. Unsuccessful people associate with negative and unsuccessful people.

4. Successful people are bigger than their problems. Unsuccessful people are smaller than their problems.

5. Successful people act in spite of fear. Unsuccessful people let fear stop them.

6. Successful people constantly learn, change, and grow. Unsuccessful people think they already know.

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You will not dramatically change your results with the same thoughts

that you currently have.

“The significant problems we have cannot be solved at the same level of thinking with which we created them.”

Albert Einstein

Thinking and Success“The most successful people have one thing in common; they think differently from everyone else.”

Thinking is a discipline. If you want to be better at it, you’ve got to work at it.

Good thinkers expose themselves to different ideas and types of people.

Good thinkers collaborate with smart people.

Good thinkers plan ahead, while leaving some room for spontaneity.

Good thinkers appreciate other’s ideas. They give other people’s ideas a chance.

Good thinkers take time to plan out their weeks, months, and long-term goals – and then they follow through and execute.

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It must be borne in mind that the tragedy of life does not lie in NOT reaching your goals; the tragedy lies in NOT having any goals to reach. It isn’t a calamity to die with dreams unfilled, but it is a calamity NOT to dream. It is not a disaster to be unable to capture your ideals, but it is a disaster to have no ideals to capture. It is not a disgrace NOT to reach the stars, but it is a disgrace to have no stars to reach.

Dr. Benjamin Isaiah

Mays

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SELLING SKILLS INSTITUTE The Leader In Transforming Sales Performance

Onsite corporate sales training and development Individual coaching

Selling Skills INSTITUTE utilizes a proprietary, trademarked Shift Thinking™ Sales Development Training Model. It is proving to be the most powerful sales development training model on the planet.

If you’re interested in reaching your potential and skyrocketing your sales in 2015, call today to learn about our 147 sales training programs and individual coaching programs. You can reach the Selling Skills INSTITUTE at 339-927-2746 or visit our website at sellingskillsinstitute.com

We’ve been delivering record-breaking sales results for our clients for the past 17 years.

339-927-2746

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Goal setting 2016 workbook

Sales

Transcript of Goal setting 2016 workbook