Submit a Sales Tip<\/a><\/p>\nHave feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\nTranscript<\/h3>\n
Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Here in this last week of the year, I\u2019m finalizing my own 2020 goals and strategies. What I discovered for myself years ago is that goal setting by itself isn\u2019t really effective for me personally. Maybe you identify with this, maybe you\u2019ve even given up on goal setting because early on in my career I almost did. The way I think about it now is more in terms of habit setting. The goals are great. Goals are important, but if you don\u2019t go one step further to figure out what you\u2019re going to have to do to get there, they\u2019re more like wishes. Even if they\u2019re SMART wishes. For me, I have to break it down to the daily and weekly actions it\u2019s going to take to get there. This year I\u2019m changing it up a little bit more because about a year ago I had my world rocked by a guy named Jack Wilson. If you\u2019ve been listening to this podcast, then you probably know who Jack Wilson is. He\u2019s become a key part of the Sales Success Community, but it was late last year that I interviewed Jack for episode 57 of the Sales Success Stories podcast and he talked about his 2, 4, 6 8 activity plan. That all starts shortly after the 48-minute mark in that episode if you want to check it out because that was the start of what Jack and I have continued to talk about and think about as Minimum Viable Habits. The idea here is to take your goal, let\u2019s take quota for example and define the minimum number of activities required to get there. That\u2019s what Jack\u2019s 2,4,6,8 model was about. It consisted of 2 meetings, 4 networking activities, 6 walk-ins, and just 8 dials. Your approach and your channels or metrics may vary, but the core idea is to define an easily achievable number of daily or weekly activities that if done consistently will virtually guarantee that you\u2019ll get to your goal. Now, this isn\u2019t for your stretch goal, this is the core goal. So again, quota serves as a great example. Psychologically what you want is to be able to look at those habits and think: \u201cthat\u2019s easy, I\u2019ve got this,\u201d and allow them to pull you forward. To allow yourself the opportunity to feel like you\u2019re winning, so that when you’re easily nailing those habits, it\u2019s mentally easier to get to consistently starting knocking down 200-300% of these numbers. The end result might feel the same, but I believe it just feels different. For example. Nearly every one of the top 1% level performs I\u2019ve interviewed on Sales Success Stories starts with a goal that\u2019s at least 2 times their number. If you go through that exercise and back into the activity numbers required it can just look and feel daunting. If instead, you take the Minimum Viable Habit approach and ultimately get to the same activity rate that would be 200% of your minimum habits. You\u2019re going to feel like you\u2019re winning. Again comparing the two approaches. Let\u2019s say you\u2019re working on the 2X plan and you have a 90% day. That\u2019s good, but it\u2019s not a win. You might feel a little defeated and that defeat could carry into tomorrow, and quickly it\u2019s a downward spiral. Now you get the same activity results using minimum viable habits, but you achieved 180%. Sure it was a little short of your stretch goal, but it\u2019s still overachieving. My point in all of this is, you\u2019ve got to consider your own psychology and mindset. You have to understand how you\u2019re wired and know what\u2019s going to drive you. For me, it\u2019s the idea of consistently overachieving. That positive feeling tends to carry over into other things like the outcomes that I\u2019m getting from my meetings because my head is right and I\u2019m not starting out feeling even just a little bit defeated. The way I\u2019m personally translating most of that this year, from a habit perspective, is into the number of scheduled conversations I\u2019m having, and while the goal is predominantly daily I\u2019ll measure it on a weekly basis because I know there will be days that I\u2019m on the road, or otherwise completely consumed where I\u2019m not going to be able to get it done. So again, achieving and overachieving consistently on a weekly basis is going to feel better than measuring things on a daily basis when I know for a fact I\u2019m going to have misses based on things that are out of my control. The other big measurement I\u2019m applying, and this is going to bleed over into another tip that I have for you tomorrow, but I\u2019m excited about the metric is what I\u2019m calling my 10X Ironman goal. Again, if you\u2019re been a regular listener to the show this year you\u2019ll know that I did a Triathlon over the Summer. What you may not know is that I\u2019ve done a pretty good job of maintaining those activities since and as I look at 2020 I thought it would be fun to measure my Triathlon training efforts in Ironmans. For those who aren\u2019t familiar an Ironman consists of a 2.4-mile swim, a 112-mile bike followed by a Marathon or 26.2 miles Run. My goal for 2020 is to cover 10 times that distance in training over the course of the year. So 24 miles swimming, 1120 miles cycling and 262 miles running. It\u2019s very achievable when you break it down into daily and weekly activity levels, and also provides for a fun metric. So if we cross paths later in the year you can ask how many Ironmans I\u2019ve completed so far. I suppose a little public accountability with a few thousand of your favorite podcast listeners never hurt either.<\/p>\n
Hopefully, there was a helpful element or two in this for you as you do your own goal setting and planning for 2020. Tomorrow I\u2019m going to talk a little bit more about the exercise and mental elements and then next Tuesday, that\u2019ll be the morning of Christmas Eve actually, I\u2019m going to share another presentation from the 2018 Sales Success Summit on the Sales Success Stories podcast feed that Trey Simonton and David Weiss presented that\u2019s all about territory and pipeline management. It\u2019s a great goal setting primer and I think you\u2019ll get a lot out of it.<\/p>\n
Thanks for subscribing, thanks for listening and come on back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"
“Goals are important, but if you don\u2019t go one step further to figure out what you\u2019re going to have to do to get there, they\u2019re more like wishes.” – Scott Ingram in today’s Tip 343 What is your own goal and planning for 2020? Join the conversation below and feel free to share your own…<\/p>\n","protected":false},"author":2,"featured_media":1141,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-2490","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\n
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“Goals are important, but if you don\u2019t go one step further to figure out what you\u2019re going to have to do to get there, they\u2019re more like wishes.” – Scott Ingram in today’s Tip 343<\/p>\n