Sales Goals Are a Must but Only Work if You Believe They Can Be Accomplished

People with careers in sales often sell themselves short by not getting all they can out of their potential and abilities. It’s easy to get frustrated, particularly in real estate these days, but there are four task combinations that must be combined to build a successful life and career: motivation/need, belief/confidence, destination/goal and plan/direction.

Motivations and needs must exist beyond a simple desire. Just wanting something is rarely motivation enough. Our minds know the difference between a need and a desire. This knowledge causes us to think and act accordingly. Instead of merely setting goals based on what it is you want, base them on what you absolutely must have.

Belief and confidence are rooted in your subconscious. If we don’t believe success is an option, that absence of confidence saps the energy needed to perform productive activities. A fear of failure restricts our actions and limits our accomplishments. And, of course, to make things more complicated, the only way to eliminate a fear of failure is through achievement. So it’s a Catch 22 situation. There are hundreds of self-help books available, but the only way to become a believer is to experience success.

Destinations and goals work separately but move us in the same direction. Goals allow us to measure progress, and, when they’re reached, reward us for the effort. But if we set our goals too low, we tend to underachieve. If we set our goals too high, our spirit is crushed and we stop believing in our abilities. The key is to set goals that are ambitious yet attainable. To do so, take these steps:

Your goals can’t be dictated by your spouse, broker or any other individual.
Set goals that are realistic and challenging.
Goals also must be exciting, because that fuels the engine. Ask yourself what it is you want, or want to do, that would give you the most motivation.
You must be able to measure progress with your goals as you move toward them.
Your goals must have time limitations. If you don’t have a finish line with constraints, chances are you’ll end up procrastinating and getting more discouraged.

Plans and directions are a good anchor for the overall process. An effective action plan should be in writing (or Evernote), reviewed daily and be based on what motivates you. It should be structured in a way that allows you to, incrementally, become more confident as you get closer to your goals. For an action plan to be effective, it must be broken down into daily tasks because structure builds effectiveness, efficiency and eliminates stress.

Pause to contemplate your activities from time to time. Are they maximizing production and profitability? Are they providing you with enough motivation to succeed? Yesterday is gone. Learn from what happened but focus on today. It’s a successful blueprint for work and your daily life as well.