Another day, another dollar, another year and my paycheck is a little smaller. There are many clichés we hear relating to the end of a year and the beginning of another.
It is both sobering and humbling to evaluate your performance from one year to the next and at the same time look forward to your expectations for the New Year. The sobering perspective is this: what is done is done and what has been done in the past will continue in the future unless you do something different. The humbling aspect of this self-appraisal suggests you could have done better, and you’re capable of doing better, but you didn’t plan or take action to perform any better.
The number one reason salespeople, or anyone for that matter, don’t perform better is due to the simple fact that they never planned to perform better. The second reason they didn’t achieve more is because they didn’t monitor their performance. Most salespeople just do what they do, hoping something will change and they will magically accomplish something they never planned or prepared to achieve. If you want something badly enough don’t expect to attain it unless you follow the natural law of achievement. The law of achievement requires you to take action. The three steps of achievement are planning, monitoring and taking action.
Make this New Year your best ever. Take time to ponder what you want to accomplish. Determine the level of personal effort necessary to achieve your new objectives. Internalize both the objective and the plan and then determine if it is something you will completely commit yourself to doing. Establish a simple list of activities necessary to achieve the goal. These simple steps are the activities you must totally commit yourself to doing, with the knowledge that if you do them you will accomplish your objective. This commitment must be total commitment, the kind of commitment that will cause you to take action even when it is difficult, unpleasant and inconvenient.
As you contemplate your new goals and objectives for the year, make sure they are emotional. Make a mental commitment that is in harmony with who you are and what you believe. This mental resolution will drive your physical actions to accomplish the tangible tasks necessary to realize your goal. If you have not made a psychological oath, this goal will have the same outcome as every other unfulfilled dream or goal in your life. You will rationalize failure and justify yourself by saying it wasn’t that important to you anyway. Accomplishment is difficult, not impossible, but it will seem impossible if you don’t use the right techniques. Here is a quick summary of the techniques which will allow you to be successful this year in achieving your very best performance ever.
- Decide what you want to accomplish. Don’t set goals that others want you to achieve, focus on yourself.
- Make your objective personal and emotional, something you will commit yourself to doing because it means so much to you.
- Establish a list of steps or activities necessary to achieve your goals. This plan will become your “road map” for success. Remember, you must take action, or nothing will happen.
- Create a tracking system to monitor your progress and to validate your activities.
- When it becomes difficult and discouraging, replay the same emotion in your mind you had when initially setting your goal and recommit yourself to do those things you identified as necessary to achieve your objective. Feel the good feeling associated with your incremental, step-by-step success.