Sales Philosophy #4 – Success is a journey…not a destination.
Most people will make careful plans for small trips and none for their longest trip, that is, for their entire life.
If you don’t know where you’re going, how can you expect to get there?
Set goals. Establish objectives. Formulate strategies. Make it happen!
Just out of college, I read a book that had a profound influence on my life. Think and Grow Rich by Napoleon Hill. My daughter has just finished reading it, and my son will read it. While the book teaches many valuable lessons, the main message is:
“Whatever the mind can conceive and believe, it can achieve.”
Set goals. Believe you can accomplish those goals. Work toward your goals.
In 1950, Harvard and the Ivy League colleges began studies of graduating classes. In answer to the question whether they had established goals for their lives, 87 percent of the graduates said they had not. Ten percent said they had established mental goals but had not written them down. Only three percent said they had developed written goals for their lives.
The schools followed the progress of their graduates for 25 years. In 1975, they found that the 87 percent who had not established goals had performed in an average manner in the intervening years. The 10 percent with mental goals outperformed the 87 percent But the three percent who had developed written goals had clearly outperformed the other 97 percent of their classmates.
We all have wants and needs. As with the prospects we meet, we aren’t always sure exactly what those wants and needs are. Instead of trying to suppress your wants, put them in writing as goals, and then work toward your goals. Control your life; don’t let life control you.
Goal setting is a conscious effort of regularly and systematically determining what you want, determining the obstacles that you perceive to be in your way and how they will be overcome.
An effective goal setting program allows you to DEFINE, DESCRIBE and DESIGN the person you would like to become, in all areas of your life; spiritual, family, financial or any other area which you target for personal growth.
A goal is a self-imposed challenge. It is a benchmark for achievement. It is a way to give your life meaning and to keep you striving to be the individual you want to be. Living without purpose and without direction makes the achievement of anything an accident, rather than by design. When you don’t have goals and don’t know where you want to go or how you want to get there, you’ll end up going nowhere.
It has been proven that goals affect your performance level. A documented characteristic of high-performance people is not only that they set goals regularly, but they carry their goal sheets with them AT ALL TIMES for constant review. High achievers do not believe in luck. They recognize that luck is… that which happens when preparation meets opportunity. When opportunities are created, high-performance people who goal set always seem to be the first in line.
The ultimate importance of goal setting is that it provides you a BLUEPRINT FOR SUCCESS! The goals serve as a reminder of where you want to be so you remain more directed. Remember that SUCCESS IS A JOURNEY, NOT A DESTINATION. Success is the continuous journey towards the achievement of predetermined, worthwhile goals. The secret to goal setting is to continuously upgrade your goals and to never become satisfied with the status quo.
You have the ability to achieve a great deal, if you establish goals and are willing to work hard. If you really want something badly enough, you will sacrifice for it. But you won’t sacrifice for mere wishes. You must reduce your wants and needs to written goals.
It is important to set both long-term and short-term goals. A major weakness of many people is that they do not concentrate their daily efforts on the most important tasks to be accomplished. The best way to be sure you accomplish the most important things each day is to spend a few minutes each evening, and write down the six most important things you need to accomplish the next day. (You should do this for both business and personal things to do.) Write them down every night, and you will immediately become more productive.
And in terms of your major goals, remember that there is nothing wrong with setting goals too high and coming up a little short; it’s much worse to set goals too low and hit them. Goals should be something you really have to work to achieve. That’s why we will have quotas, but we will also have aggressive goals.
Each of you is to set business goals for the next year. These goals will include the following areas: customer satisfaction, personal earnings, sales, attitude, self-improvement, and sales skills.
Success is a journey…not a destination, and we must all chart our course so we can enjoy all that success has to offer.