Page 8 - Increase Your 2020 Sales

Only then will the team benefit from the huddles, thus reducing resistance to the process.
Additionally, you can make in-the-moment decisions on sales opportunities and long-term
decisions on training and development, recruiting and talent.

4. Personal Goal Setting to Personal Business Plan

I set my first personal goal at 9-years-old. I had just walked off the field from my first day at
football practice, and when my dad asked how it went, I told him that I loved it and that I would
go on to play college football. He told me to take off my helmet and shoulder pads and to start
running laps around the field. He said, "If you are going to play college football, then you must
be in great shape." I started running and didn’t stop until the end of my career at UConn.

Goal Setting best practices starts with an individual’s personal goals. We then then help our
training participants convert personal goals into business plans. Those personal business plans
include practice management objectives and specific activities that must be executed.

What are the personal things your people want to achieve in their lives? What are the daily tasks
each must accomplish to achieve their BIG things? For example, if their big thing is to be the top
producer in the company, they need specific sales goals for:

• Increasing average size sale
• Improving closing ratios
• Asking for and getting more introductions

But these sales goals don’t drive behaviors. It is the commitment, desire or motivation to succeed
that personally drives the necessary behaviors! Those goals look more like:

• Send my kids to the college of their choice without debt
• Have a cabin on the lake
• Provide enough income so that my spouse can choose to be a stay-at-home parent
• Eliminate/ reduce debt
• Have a financially independent lifestyle at retirement

Effective personal goals must be non-negotiable. They must be shared with others who care
enough to help hold you accountable to performing the required activities.

With knowledge of each salesperson’s personal goals, a sales manager can most effectively help
individuals stay focused and motivated.

If you're interested in conducting a Personal Goal Setting to Personal Business Plan
workshop, send me an email at tony@anthonycoletraining.com with the Subject - Personal Goal
Setting Workshop. This is a favorite delivery of mine because it is so motivating and helps
salespeople do the hard work of prospecting daily.

©ACTGLLC 2020 Page 7