How Sales Icons Conduct Goal Setting

As the start of the year begins, so comes with it a new lease of life for many. We’ve all probably set our new year resolutions for our personal life but what are we doing for our professional goal setting?


If you haven’t set out goals for this year then there is no better time than now to do it!


One of my favourite quotes of all time is:

“The oak sleeps in the acorn. The bird waits in the egg, and in the highest vision of the soul, a waking angel stirs. Dreams are the seedlings of reality.”

Napoleon Hill

In our book Sales Icon: Selling in the Shadows we dedicate a chapter solely to the topic of Motivation as it is so essential for success irrespective of your career path. In sales motivation is critical, as unlike any other profession we experience knock-backs every single day in various forms, commonly through rejection. 


An integral cog within motivation is the topic of goal setting.


Think about it, how many success stories have you heard of people coming from impoverished backgrounds and achieving their wildest dreams all because they set goals and didn’t settle for anything but their achievement.


We all have the power to achieve anything, we all have it within ourselves, but first things first we must set that which we want to achieve, and believe that it can be!

“What the mind can conceive and believe, it can achieve”

Napoleon Hill

So what pitfalls do most people fall into with goal setting?


Well what most people do when it comes to goals is that they maybe set something desirable for them to achieve. Often this will either relate to something in their professional career or personal life. For instance they set that they want to ‘become a sales manager by the time they’re 35’ or that they want to ‘buy a holiday home in the south of France in the next 5 years.’


The failures that most people make are:

  • They don’t set any goals
    • Most people don’t set any


  • They fail to write their goals down
    • Studies show that you become 42% more likely to achieve a goal if it’s regularly written down 


  • Goals are set and written down but there’s no plan for their execution and achievement


So initially the easy part is setting the goals. Spend some time now to set some goals. We at Sales Icon Coaching encourage you to split your goals up into the following.


Start with your ‘What’ goals – these are the things you want to achieve in your professional lives, say ‘become a sales manager’ or ‘sell X amount over the next year.’


Then set your most powerful motivation, that which we call your ‘Why’ goals. These are those which empower you to persevere, the things that wake you up in the morning and push you through any adversity you feel throughout your work. They’re the things that are personal to you, such examples include ‘to pay for my children’s university/college fund of X amount’ or ‘to buy that holiday home in the south of France’ or ‘to buy that shiny red Mustang.’ You get the point!


The final part is the execution and achievement of your goals. We define these as your ‘How’ goals. They’re the micro activities that you need to conduct to successfully execute and achieve your goals. This is the biggest step in goal setting, it is the part that most people miss. Most people will merely set a goal and hope that one day it comes true. The truth is that it might come true, but why not take the power into your own hands. Why don’t you instead plan and execute tangible steps to attain your goals.


Do this, and you’ll achieve whatever you desire.


So just to recap, what we at Sales Icon Coaching encourage is to break your goal setting down into three parts, those being

  • ‘How’ – Activity goals
  • ‘What’ – Top line business goals
  • ‘Why’ – Personal goals


Try it on for size, change your goal setting to be in line with this. I’m not going to tell you the ‘How’ part…for that you’ll need to purchase our book Sales Icon: Selling in the Shadows. But make a start with setting your goals and writing them down and you’ll be well on the way to achieve them.


One thing I should also mention is to be ambitious with your goal setting. I talked about this lesson in a previous article which you can find here:  

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