The Daly News January 2008 Volume 24
2008 Sales and Management Summits
- February 7 & 8, 2008
LasVegas, NV
- April 24 & 25, 2008
Denver, CO
- May 15 & 16, 2008
Philedelphia, PA
- October 2 & 3, 2008
Chicago, IL
Register TODAY
by visiting our website at www.jackdaly.net or call Jennifer at 888-298-6868. Seating is limited
2008 WORKSHOPS
- February 15- Tampa, FL
Full Day Smart Selling
- March 7-Melbourne
www.godo.com.au/jackdaly
- odie.webb@bdo.com.au
- March 13-Sydney
ww.godo.com.au/
- March 26- Brisbane J
- April 14- Boston, MA
Full Day Smart Selling
- May 14-Cleveland, OH
Full Day Smart Selling
- June 26- Orange County, CA
Full Day Smart Selling
- September 26- Birmingham, AL
Full Day Smart Selling
- December 19- St. Louis, MO
Full Day Smart Selling
Goals are the Road map to Success
Here we are, the beginning of 2008, a time traditionally for New Year’s Resolutions. Unfortunately, no matter how well intended, the evidence is well documented that by the end of January, most “resolutions’ are either broken or forgotten. There is a better way to achieve what you desire as success for you and it starts with GOALS.
Here then is the game plan.
Last year I suggested we ask ourselves some introspective questions and assess how we did last year and what we are seeking for the coming year. Jinny Ditzler, in “Your Best Year Yet” gave us some great questions to wrestle down:
- What did I accomplish?
- What were my biggest disappointments?
- What did I learn?
- How did I limit myself, and how can I stop?
- What are my personal values?
- What roles do I play in my life?
- Which role is my major focus for the next year?
- What are my goals for each role?
- What are my top ten goals for the next year?
- How can I make sure I achieve them?
As you can see, this alone far exceeds declaring a “resolution” for the new year. Many of our readers have attended one or more of my keynotes or workshops, and I’m regularly asked how I’m progressing with my “life style” goals. So, for those curious, here’s a quick snapshot of my 2007-a year of great accomplishment driven by the GOAL process:
- Ironman, 4 state Marathons (22 states total, incl Boston), 3-70.3 Ironmans(including a PR in the World Championship), 2 Half marathons, and 3 Olympic Triathlons.
- 286,000 yards swim; 2,393 miles bike; 531 miles run.
- Golf 3 top 100 courses to bring total to 76; index improved from 11.9 to 11.5.
- Workout days of 204, up from 158 in 2006.
- Travel and vacations accomplished except for beach holiday at home.
- In interest of maintaining balance between work and play, combined with my travel schedule, I preplan and track where I sleep-here’s what the year looked like:
2007 goal 2007 actual 2008 goal
Business130 140 120
Home 130 132 138
Desert40 16 30
Fun65 77 78
Without the above tracking and planning system, the business would have been significantly higher, robbing from the rest, and rendering my life much less satisfying than the year desired.
7. The business results were better than plan on all accounts.In summary, the results for the year were consistent with the desired theme for the year-Physically fit, productive and balanced with FUN! So, let’s turn now to 2008 and set the wheels in motion for a record breaking year in our personal and business lives-it begins with a game plan. The game plan recommended is four steps:
Setting goals.
Action items for the goals.
Scheduling and time blocking.
Monthly review process.
- Setting Goals:Approximately 95% of all Americans do not have a written set of goals,yet people enjoying more success have such plan, in writing. A goal is a specific and measurable result you want to accomplish in a specific time frame. Without holding ourselves to a specific date or event can lull us into thinking we are progressing when we really are not, so be sure to add specificity to this process. A complete road map would cover these six areas: career, family, financial, health, personal, spiritual.
- Action Items for the Goals: I’m going to return to an example I use in my workshops here to illustrate this point. Let’s say you are a sales rep and have a goal to book $1 million in sales for 2008. We first must assess if this is reasonable for the industry, the company and for the sales rep. Assuming we have done so, we need to next break this $1 million down into “how much in sales this month”, then “how much in sales this week”. Once we have the weekly sales goal identified, specific ACTION ITEMS need to be identified-this is critical to success. These could include- # outbound calls, # inbound calls, # presentations, # face to face meetings, # networking events, # trade shows, etc. In other words, what needs to be done, each week, to hit the weekly goal? Once we have the plan in place, a weekly tabulation of what we actually did needs to be recorded. We call this “things that get measured, get done.”
While we’ve only illustrated one aspect in the career arena, each goal in the career arena should go through the same rigorous process. As well, each of the six major life areas should follow the same path.
- Scheduling and Time Blocking: Each week we are all given the gift of a brand new 168 hours, yet some get so much more out of their 168. In an average week, we tend to sleep about one-third (56 hours), work one-third (56 hours), and have the balance (56 hours) available to do everything else. How will you be using your time?
Here’s a way to figure it all out. Take the specific activities identified in the Action Items above and schedule them on a calendar. I prefer a monthly calendar layout, so I can more easily juggle around the various items to optimize each day. I always run into conflicts, which requires me to further prioritize the various goals and activities in conflict. This is the really tough part, yet if you don’t wrestle it down here, it’s the area later in the year that will sabotage your success. Better to confront the 168 hours and how it will be used in the plan, rather than build in conflicts because we didn’t do the necessary planning!
- Monthly Review Process:I have had the most success when I share my written goals with 4-5 trusted friends and ask them to check in on me about once a quarter. Typically a month won’t go by when one of my closest friends isn’t in my face about how I’m doing. This pressure has resulted in me working even harder, somewhat similar to using a trainer for your fitness.
When a month is over, go back over your calendar and key activities plan, and evaluate your priorities and success in completing your scheduled items. With the information you gather from review of the month, adjust your game plan for the next month where needed to get back on track. Once you do this month after month, the process will begin to be ingrained within you, and you will focus on the actions that will be necessary to reach your goals and SUCCESS!
Raise The Bar in 2008!
My 2008 goals are now in writing, they have been sent out to 5 close friends for quarterly reviews (along with about a dozen other friends who were curious) and not surprisingly I’ve elected to “raise the bar”. Here’s a quick summary of what’s on tap for me in 2008: Set a 7 year goal of running a Marathon and doing a separate Ironman on all continents. Planning on 2 Ironmans in 2008, both of which I’m registered for. Business revenues to be increased by 30% over 2007, with a 15% reduction in nights away from home. Time now to get busy-both me and YOU! HAVE FUN AND MUCH SUCCESS.
A World Without Cancer?
Now there is one “Big Hairy Audacious Goal”! Last year I was invited by the Dana-Farber Cancer Institute to run the Boston Marathon as a fund raiser. (For those of you “non-runners” out there, this marathon is the equivalent of the World Series, Super Bowl and Stanley Cup rolled into one in the eyes of long distance runners). I took on this opportunity and despite being hit by the “perfect storm”, I posted my best marathon time in 9 years and as well raised over $10,000 for this worthy cause-wiping out cancer!
How could I refuse to go back when the Institute once again sent me an invite for this years race and fund raising cause? Here are the details. The race is on April 21 (I will be racing, despite doing the 140.6 mile Ironman in Australia on April 6). My goal is to raise $5,000 or more for the Dana-Farber Cancer Institute-I would truly appreciate anyone who would make a donation to this great cause, just go to my donor website at:
Gift Voucher Game 100K
Thanks for your consideration here.
CONTINUOUS SELF DEVELOPMENT
The Monk and the Riddle by Randy Komisar
In keeping with the GOALS theme, what a perfect choice of a book to recommend! The book’s timeless advice-to make work pay not just in cash, but in experience, satisfaction and joy-will be embraced by anyone who wants success to come not just from what they do, but from who they are.
Some selected gems:
-It’s not about doing the same job for life. It’s about what things you would consider worth doing today if it were your last day.
-Don’t confuse drive and passion. Drive pushes you forward. It’s a duty, an obligation. Passion pulls you. It’s the sense of connection you feel when the work you do expresses who you are.
-It’s the romance, not the finance that makes business worth pursing.
-And, on the business front: If you turn a visionary startup into an operating company too early, you throw out its birthright. It will never be as big, as grand, as influential as it might otherwise be. It will be much harder, perhaps impossible, to expand the vision later, when performance is being measured quarter to quarter against operating plans, because then there’s too much at stake.
The Monk and the Riddle is essential reading on the art of creating a life while making a living. This is a quick, fun and introspective read-go for it!
Where in the World….Is Jack Daly?
Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open workshops. I may have flexibility with my scheduling for lunch, dinner or more, should someone have an interest. If you see I’m headed to your part of the world, feel free to email or phone our office with your interest and Jennifer will do her best to accommodate.
- January– Tampa, Orlando, St. Louis, Houston, Las Vegas, Los Angeles
- February-San Diego, Las Vegas, Fort Worth, Tampa, Toronto, Melbourne, Sydney
- March– Perth, Sydney, Melbourne, Brisbane
- April-Boston, Baltimore, Virgina, Denver
* SPECIAL NOTE: Jack will be in the UK from July 4-July 19 as well.
World of Wonder- One of the great returns of investment when I was leading sales teams and companies were the contests where cool trips were awarded to the performers. The top producers felt great reward and recognition and the company was rewarded with enhanced results. I found this incredible woman, Marilyn Murphy, who ran a company that exclusively provided these types of junkets with a uniqueness that could be found nowhere else. Her company, Creative Travel Planners, is still delivering these great trips but I no longer have the sales force with which to participate! So, I complained enough to Marilyn about missing such unique travel opportunities as an individual that she went out and started an additional company dedicated to the same type of “over the top” travel junkets that individuals can now access. Gang, these trips are truly like nothing else you’ve ever experienced.
The company is known as the WOW! Travel Club and it is for curious, adventurous, passionate travelers who will have privileged access to one-of-a-kind adventures to the most wonder-full destinations on the planet. Next up in 2008 is Africa in September. If you have an interest in exploring the world in the very best way, contact Marilyn atmmurphy@ctptravel.com or 818-704-7033 x126. www.ctptravel.com. Have Fun!
Coaches Corner
With my many keynote and workshop engagements, I’m frequently asked if I provide either regular coaching services for companies and/or one-on-one coaching. Over the past year, in order to better address these needs, I have developed and assembled a team of resources specifically dedicated to this activity, who are well schooled in the “Jack Daly Way”. If you have an interest in finding out more about these services and coaches, just contact Jennifer at our offices at 888-298-6868 and we will get you your answers.
As a part of this additional resource, we are initiating this regular feature to examine some of the tools we are using in working with Sales Managers and Leaders to help them coach their teams. The strategies and tools discussed will focus on how to best gain commitment, trust and grow individual skills. The best coaches guide the learning process, helps discover the individual’s passions, fosters the development of a track on which to run in order to achieve these goals, breaks down barriers that can inhibit continuous improvement, and ultimately holds the key to success through accountability.
Our “out-source” coach resources can augment your existing business structure either on a project or ongoing basis, dependent upon your existing needs. Know that we are here to help you meet and beat your goals for 2008!
If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.
