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CHAPTER TWO
MOTIVATING
YOURSELF
WITH GOALS
AND REWARDS
A s an entrepreneurial salesperson, you are probably
self-motivated and quite capable of achieving suc-
cess without setting goals. You may even think that goal setting is
silly-something comparable to earning a gold star in kindergarten.
Throughout my career, however, I have discovered that goal setters
tend to achieve much more, earlier in their careers, than non-goal
setters. Without a goal and a deadline for achieving that goal, people
often let distractions drag them off course.
In this chapter, I show you how to set goals for both productivity
and production; specify realistic deadlines; break your goals into
milestones; choose rewards that will motivate you; and envision
your future achievements. I strongly encourage everyone I coach to
set goals and deadlines and reward themselves when they succeed,
regardless of how silly it may seem. Once you begin to experience
the results of goal setting, you will become a believer.
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