Sales Tips >> Browse Articles

Browse Goals & Objectives Articles

  • +7

    Priorities vs. Goals- What's the Difference?

    Priorities vs. Goals- What's the Difference?
    Definition: Priorities: What is most important and meaningful in your life today (activities, values, beliefs, lifestyle, principles, standards, hobbies, integrity, etc.) that you are not willing to compromise or sacrifice in pursuit of something else (a goal). Goals: A future based anticipated expectation, possibility, end result or experience you are working towards creating, achieving or bringing to fruition that has not ...
    Rated: +7
  • Rate

    Blow Away Your Old Sales Records

    Blow Away Your Old Sales Records
    Want a new route to the top? Here is a simple exercise you can do to see exactly how objectives and standards work together. Thousands of people have completed this exercise in my seminars and have generated remarkable results. One participant said, "I now realize I have more control over my sales than I thought I did." "I'm mad," said another ...
  • +4

    What is KPI?

    What is KPI?
    A Key Performance Indicator (KPI) is neither a Goal, nor a Key Result Area (KRA), nor a Target, nor a Result nor a Critical Success Factor. And yet these terms are often used interchangeably with a KPI. A KPI defines itself, to a large extent, by its name; it is a performance indicator, i.e. the performance of the process it is ...
    Rated: +4
  • +4

    Are You Really Making The Most Of Your Top Accounts?

    Are You Really Making The Most Of Your Top Accounts?
    As the recession begins to bite hard, now is the time to make the very most of our most important customers. A vitally important sales activity is that of managing existing customer accounts to consolidate and grow the relationship. Yet unfortunately, when compared over time, the customers’ interest levels increase while salespeople’s interest levels tend to decrease. This creates a “relationship ...
    Rated: +4
  • Rate

    Looking to Start a Business? Now is a Good Time

    Looking to Start a Business? Now is a Good Time
    As we move into the winter months, and the economy is slowing coming out of its "economic winter," one only need look around to see that one person's recession is another's great buying opportunity. That is especially true if you are in planning and buying mode for your start-up. Few times in recent memory have been as kind to buyers of ...
  • +2

    To Succeed, 3 Simple Words

    If you take a short click trip over to Amazon and search the word ‘sales’ in books, you’ll find over 630,000 books on sales currently listed. Those hundreds of thousand books are made up of words-billions and billions of words - that make up thousands and thousands of concepts. And certain concepts and words are encountered over and over again: prospecting, ...
    Rated: +2
  • +2

    Set Your Sales Goals

    Set Your Sales Goals
    The realization of your goals depends on your ability to visualize these objectives in concrete terms and commit to these terms with full purpose. Use the following tips to help you set and achieve your goals. h4. Discover Your Target Define Your Values: Make a list of the things you want. Most people are unclear about their desires. Sure, you want ...
    Rated: +2
  • +10

    21 Ways to Bring in the Business

    21 Ways to Bring in the Business
    Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...
    Rated: +10
  • +1

    5 Reasons We Love (Or Hate!) Our Jobs

    5 Reasons We Love (Or Hate!) Our Jobs
    More often than not, people are describing what they do as “just a job.” As someone who has always loved her job, I’ve found this sentiment surprising and decided to do a some research. What makes someone love their job, instead of hating it? More importantly, is there anything you can do to turn a job you hate into your dream ...
    Rated: +1
  • +13

    Moving Sales Out of the Dark Ages

    Moving Sales Out of the Dark Ages
    There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether they were ‘working.’ Instead of trying to understand marketing as a quantifiable activity, the marketing department would simply generate a number of targeted activities such as direct mail pieces, radio, ...
    Rated: +13
  • +8

    All of Your Eggs in One Basket Trap

    All of Your Eggs in One Basket Trap
    Too many companies have seen an untimely demise due to basing their business on one large client or one specific industry. I once had a belting and hosing client who evaluated their marketing strategy and realized that they really only had two specific client groups, mining companies and pulp and paper companies. With both of these industries having a potentially volatile ...
    Rated: +8
  • +1

    10 Steps to Starting Your Own Business

    10 Steps to Starting Your Own Business
    Seven years ago, I left the administrative career I had built for twenty-three years, and started my own business. Why? For some of the same reasons that attract other pioneers. You want to be your own boss. You want to unleash your creativity, which your current job stifles. You expect to double or triple your income. You are eager to realize ...
    Rated: +1
  • +16

    You Are Always Training

    You Are Always Training
    Musashi was said to be the greatest Samurai General in history. Musashi once said that in times of crisis, stress and turmoil that you never raise to your positive expectations, you raise or fall to your level of training. The same thing holds true in business. Our ability to perform successfully and consistently has a lot to do with our training, ...
    Rated: +16
  • Rate

    7 Training Failures

    With webinars, e-learning, conferences, and professional trainers, there are a lot of opportunities to get sales training. Some are worthwhile, but some are worthless. If you are attending a training, watch out for these failures so you do not waste your time on a "strategy" that will never work. 1. Ambiguity Concepts are built using shorthand labels rather than the full ...
  • +4

    Focus Your Effort: What’s Your Sales Niche?

    Focus Your Effort: What’s Your Sales Niche?
    Are you a salesperson, professional or business owner who is trying to market to anyone and everyone in your market that might even remotely have a use or need for your product or service? If you are, why? Why would you try to do something that most salespeople and professionals can’t possibly do well? Marketing on a general scale is expensive—just ...
    Rated: +4
  • +2

    Productivity and the Ideal Client

    Productivity and the Ideal Client
    We all love working with our Ideal Clients. They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our projects successful. When we have an Ideal Client (IC), our sales time collapses, productivity soars, deals are larger, and these Ideal Clients are thrilled ...
    Rated: +2
  • +7

    Goals, Planning and Real Change

    Goals, Planning and Real Change
    How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise? Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than likely, we never think seriously ...
    Rated: +7
  • Rate

    4 Career Lessons from American Olympians

    Lindsey Vonn: Don’t Stop When it Starts to Hurt Lindsey Vonn is the first American woman to win a gold medal in the Olympic downhill skiing. A contender in Torino in 2006, Vonn suffered a terrible crash that sent her to the hospital. She left with pain arching through her legs and back but still competed in five events. She didn’t ...
  • Rate

    The Pros and Cons of Working from Home

    The Pros and Cons of Working from Home
    Over the past few years, many organizations have begun to allow their staff members to work out of their homes. With recent advances in technology, including the Web, email, intranets, modems, cheaper fax machines and voice mail, some people rarely go into the main office anymore. Working out of your home is a mixed blessing, though. There are certain benefits that ...
  • +6

    Good is the Enemy of Great

    Good is the Enemy of Great
    Jim Collins opened his book Good to Great with the statement, “Good is the enemy of great.” He explained that when we have good schools, good businesses and good government, we are prone to accept that level of quality as sufficient. Collins observed: “Few people attain great lives, in large part because it is so easy to settle for a good ...
    Rated: +6