Goal setting 2016 workbook
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The document provides guidance and templates for salespeople to develop goals and plans to accelerate sales growth in 2016. It includes tips for self-assessment, goal-setting, tracking key metrics, identifying opportunities and obstacles. Salespeople are encouraged to commit to specific daily activities, prioritize high-impact tasks and continuously improve their performance. The overall message is that success requires clarity, commitment and action to transform sales results.
Goal setting 2016 workbook
- 1. HOW TO ACCELERATE SALES GROWTH IN 2016 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 2. 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 2 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 3. To reach the next level of success, you need to look in the mirror and occasionally assess whats working and whats 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, Its what you learn after you-know-it-all that counts. Selling Skills INSTITUTE The leader in Transforming Sales Performance 3
- 4. Whats working whats not working? Working Not Working 4 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 5. Action Plan for Improvement Whats Not Working Action Plan To Improve 5 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 6. List your most rewarding successes for 2015 1. _________________________________ 2. _________________________________ 3. _________________________________ 4. _________________________________ List your biggest disappointments - that you had control of. 1. __________________________________ 2. __________________________________ 3. __________________________________ 4. __________________________________ Was there anything you could have done to lessen or eliminate these disappointments? ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ 6 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 7. 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. 7 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 8. Goal Setting Brainstorming Whats your 2015 new business revenue goal? Whats your minimum revenue size account? How may new clients are you looking to onboard in 2015? Whats 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? 8 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 9. Goal Setting Brainstorming Whats 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 Theres a good chance - C prospects Less than 50% Have you written down your daily behavior goals? 9 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 10. 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 10 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 11. Obstacles to Success Here 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. _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ 11 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 12. 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) # 12 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 13. Top 10 Targeted Accounts for 2015 Potential Revenue 1 2 3 4 5 6 7 8 9 10 13 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 14. 14 Sales Plan for 2015 The 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. Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 15. My 2015 Sales Plan What I will do to achieve my goals. OUTLINE YOUR PLAN OF ACTION 1. _________________________________________ 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. 15 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 16. 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. 16 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 17. 17 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 18. Do The Important Things First It really doesnt matter how much we do, if what were doing isnt 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 18 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 19. High-Pay Sales Activities 1 2 3 4 5 6 7 8 9 10 19 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 20. HIGHLY PRODUCTIVE DAY Describe what YOUR highly successful day looks like. ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ 20 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 21. 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. 21 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 22. Activity Goals Activities Daily Goal Weekly Goal Monthly Goal Total 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. 22 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 23. Improvements In order to achieve my 2015 goals, Im committing to make improvements in the following areas. Improvements Action plan Time frame 23 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 24. Proven Steps to Overcome Procrastination 1. 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 its not always possible to complete everything in one day. Dont feel guilty if you dont finish the task. 8. Prioritize by determining whats important. At the same time, place the less important tasks at the bottom of your get-done-list. 24 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 25. 25 Selling Skills INSTITUTE The leader in Transforming Sales Performance 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!
- 26. 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. 26 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 27. 27 Selling Skills INSTITUTE The leader in Transforming Sales Performance 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
- 28. 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, youve 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 others ideas. They give other peoples ideas a chance. Good thinkers take time to plan out their weeks, months, and long-term goals and then they follow through and execute. 28 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 29. 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 isnt 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 29 Selling Skills INSTITUTE The leader in Transforming Sales Performance
- 30. 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 youre 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 Weve been delivering record- breaking sales results for our clients for the past 17 years. 339-927-2746 30 Selling Skills INSTITUTE The leader in Transforming Sales Performance