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sales goals, sales target, sales tips

May 16, 2016 . by Frank Visgatis

3 Tips for Goal-Setting

sales goals, sales target, sales tipsHaving closed the book on the year, it’s time to take a deep, post-holiday breath and leap headfirst into a New Year ahead. Are you as amazed as I am at how quickly the past year went by? Did you achieve everything you wanted to? I know I didn’t. And I think I know why.

I don’t know about you, but I am tired of limping into a new year, licking the wounds of goals not achieved. Therefore, my first goal for the New Year is to write down my goals. Too often we fall into the trap of “wishful speculation” – in other words, “wouldn’t it be great if”. But we never take the time to set a goal, put it in writing, and measure our progress (or lack thereof), on a daily basis. As I embark on this endeavor, let me share with you some thoughts on goal setting:

1. Limit your goals. Not the size of the goals, just the number, As Jim Collins, author of “Good to Great” and numerous other business best sellers says, “If you have more than three priorities, you don’t have any priorities.” Three goals for next year – that’s all. If you achieve one by March, by all means replace it with another. But keep in mind the old adage “How do you eat an elephant? One bite at a time.”

2. Be SMART. SMART is an acronym for Specific, Measurable, Achievable, Relevant and Time-bound. If each goal doesn’t pass any one of these tests, re-evaluate the goal.

3. Share your goals. Whether it’s losing weight, exercising regularly or achieving 150% of your sales target, let other people know what you are working toward. A goal kept to yourself never has a chance to feed off of encouragement and accountability.

Finally, as you set your personal “big three” goals for the year, consider one other challenge. Do one thing every day that takes you out of your comfort zone. Do something that scares you a little.

Good luck and good selling!


Frank Visgatis
Frank Visgatis

President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company