As we get started with a new year, it’s time to ask: what do I want to create this year?
Here’s the outline of a process I use with my clients:
- What is your desired outcome? To get clarity on this, ask: let’s pretend it’s December 31, 2020. What would needed to have happened in the previous 12 months for you to say: “Wow! This has been a great year!”?
- Give this some thought. Narrow it down to one to three things.
- Example: Because my business has grown by 10%+ in 2020, my spouse and I are enjoying a wonderful week in Paris in April of 2021.
- Why is this desired outcome important to you? Dig deep here. Your true “why” is usually 3-5 levels deep.
- “Why” is your motive and should be emotion based- for how achieving the outcome will make you feel.
- If you’re lacking in motivation, it’s usually because you haven’t identified your true “why,” or the desired outcome just isn’t important enough.
- Example: Sitting here at an outdoor café in Paris with my spouse, I’m feeling a great sense of accomplishment as we toast each other for a job well done in 2020.
- Research shows that by identifying obstacles to achieving your desired outcome and having a plan for dealing with those obstacles in advance, you greatly increase the chance of achieving your goals.
- Example: I don’t feel like making prospecting calls today, I’ll just make more tomorrow. However, I knew I would feel like this so my plan is to just start, knowing Paris awaits me.
- Get moving! For each desired outcome, what are the next few steps you can take?
- These action steps need to translate into commitments.
- Keep in mind that it’s almost always what you’re “not willing” to do that keeps you from realizing your desired outcomes.
- When looking at your outcome, what is it that you’re not willing to do? Do you have to adjust your goal or your willingness?
- Example: So that I can grow my business by 10% and go to Paris with my spouse while feeling a great sense of accomplishment, I’m committed to making a minimum of 10 prospecting calls each day.
- How are you doing? What’s working? Not working? Key Performance Indicators provide the feedback you need as to how you are doing. Humans are wired for progress. Feedback tells you whether you’re making progress or not.
- Example: Track the number of prospecting calls you make each day, new appointments set, proposals made and won, and monthly revenue versus goal.
- Based upon my desired outcomes and the actions I’m taking, what adjustments do I have to make?
- Example: 10 new prospecting calls isn’t leading to the number of new meetings, proposals and clients that I thought it would. If I increase the calls to 15 a day, I’ll be on track.
So what do you want to create in 2020? See clearly with 2020 vision.
Joe Gregory is a sales coach, consultant, and contract sales manager. He works with companies and people who sell and helps them get better and grow their sales.