Goal Clarity

I was speaking with a group of sales professionals recently about goals. The “speaking with” turned into “committing to” as we discussed where they wanted to finish this year. Very interesting responses.

Some individuals were crystal clear about what they want to accomplish this fiscal year. They have a specific percent of quota they expect to hit. They know what total volume of sales they will reach at a minimum and what level they’d like to surpass. Though this exercise didn’t dive into it, I’m certain they know what they’ll need to do to achieve their goals. Kudos to those who took ownership of what they want to accomplish in life. They seize control, they take action. They are single-minded in their purpose. Hard to derail individuals like this for any length of time.

Others were dumbfounded. “Who knows what I’ll hit? The year just started,” one said. Another complained, “There are too many things that could happen, I don’t know where I’ll finish.” Their mindset was, I am not in control of what I accomplish in life. How disappointing to hear sales professionals hand themselves over to the circumstances that come up in their lives. I personally cannot imagine a life tossed to and fro by the decisions and actions of others, whether it’s rainy or sunny outside, how I “feel” when I wake up, etc.

I’m not a fan of “goal-free living” or any other type of thinking that encourages you to roll through life without committing to short- or long-term results. You can show me 1,400 testimonials about how living life without goals will help you achieve more, but it wouldn’t convince me.

Of course, setting goals is one thing. Writing them down is another. And having specific, deadlined action items towards reaching them is yet another…