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Turning Goals Into Reality

It’s January and the traditional time for people to adopt new year resolutions or take it to another stage and go with goals. Regardless of what they are called, the results are typically abysmal. Often times, whether personal or business related, by the end of the first quarter they are long forgotten and bear no relationship to reality. As such, I’ve often wondered why then do people even do them. I think the answer is we would “like” them to happen but are stuck on the “how”.

I’ve been hooked on the goal setting process since I was 13 years old and have found the process one that delivers great success. Over the years I’ve converted many to the system and process I use to achieve my goals, albeit I recommend to most to not go as deep as I often do. Going deeper in the process can better come over time, and needs to be tailored to one’s personality.

For many who have been to my “delivered live” presentations, you have seen and heard this goal setting process. To you I say, “So, what did you do with that process in 2010? If anything!” Congrats to those who have taken action, and I hope you found the process to be of value. My 2010 was one of great fun and accomplishment, and my 2011 looks to be even more so! For a look at my Year-end report to the Board of Directors of my life as well as my 2011 Personal Goals, click here. My business goals and plans are handled on a separate document but the process is a similar one and I feel people universally can relate to the personal side better, so they can then deploy it for both their business and personal sides of life.

Here is the condensed version of the “process” to “turning goals into reality”.

1. 1. GOALS IN WRITING – If your goals are not in writing, they are dreams. Dreams don’t often come true, but goals in writing do.

1. 1. WRITTEN PLAN – Number 1 is what you want to accomplish; number 2 is the “how”. Detail out more of the how, and lace it with specific activities that will be necessary to get number 1 completed. Then, just work the activities! The more “non-refundable” commitments that can be made in advance, the higher the likelihood that the goals will be achieved. Example- if you lived in Washington, DC and your goal was a family vacation in San Diego for a week, just writing this down (#1) would be much less effective than: picking the week, getting vacation approval, locating the airline/flights and paying for the tickets, locating the lodging and prepaying for the week, reserving a rental car, identifying activities such as Sea World and again buying the tickets, etc. Imagine doing all of the above; sounds like that vacation is actually going to happen! Well, we can do something similarly in generating more sales. For each of our businesses, the specific activities can be well defined beforehand and then put into place so that the results materialize.

1. 1. SYSTEM OF MEASUREMENT – Once the activities are identified as to “how”, we then need to track if we are actually doing those activities. I find a daily log of such actual keeps my momentum going and should I slip, gets me right back at it the next day. Regardless of what the “fires of the day” are, the successful sales professional works hard to be sure the key activities are completed as this is the lifeblood of consistent sales production.

1. SYSTEM OF ACCOUNTABILITY – For most of us, having someone watching over us is a great motivator to getting things done. Many people heading back to the fitness centers this month (seems a frequent resolution) will stay with their program longer if they engage a Trainer. Well, it is true a trainer will help with technique and designing a program initially, the continuance of a Trainer at the health center typically has more to do with ensuring one gets up and goes to the gym, since the Trainer is being paid by them and is waiting for their appointment. Again, it’s about accountability. I have 5 people on my Board of Directors for my life, who I sit down and review my goals and activities with about 4 times each per year. Rarely does a month go by without one of them holding me accountable. Beyond that, I’ve gone to publishing my goals for the year on my website, so thousands can now “call me out”. As such, I find I am more determined to “making things happen”.

One of my Facebook friends shared this quote recently: “Opportunity doesn’t knock. You knock, opportunity answers.” Perfect- start knocking with this goal setting process!

PS. I encourage you to take a serious look at the next section of this newsletter regarding the release of GPS, our just released cloud technology system which automates this goal setting process and so much more. We call it Growing Profitable Sales and the systems and processes reflect the many teachings of mine in the Sales & Sales Management area.

GPS Is Finally Here!

Do you have a method to achieve continuous sales increases in 2011?
Results are what matter most. You’ve heard hundreds of great sales ideas from me in newsletters, live workshops, coaching tips, webcasts and more. How many are you using? How many ideas are you using consistently? For reliably better sales results, great ideas need to be driven by a consistent approach, in effect… sales systems and processes.

How to Turn Your Sales Team into a
Goal-Achieving Selling Machine

IT’S FINALLY HERE!
My New GPS Online Sales Hub & Toolbox

I am SO EXCITED to announce the launch of my new online sales tool GPS – Growing Profitable Sales on next Monday, January 17! GPS is my new online Sales Hub & Toolbox for direct communication and ongoing collaboration with other salespeople and hands-on coaching by sales managers.

Central to Sales Success – My development team has worked very hard for over a year to put 35 of the best Jack Daly selling systems, processes & success tools at your fingertips in ONE online sales hub, in one simple dashboard… making it ten times easier for your sales team to put great ideas into action. It’s easy-to-use and will seriously help you drive the consistent growth of your business.

The frustrating part of what I do as a speaker/teacher is relying on others to “take action”. Frustrating especially when you hear about the challenges of a tightened economy, and yet too many folks not taking the actions needed to WIN.

Check these examples of others, and then ask yourself why you aren’t “making things happen”..

Dear Jack,
I’ve written this recommendation for you to share with other LinkedIn users. Thank you for everything you have done for me and see you in Kona!

Details of the Recommendation: “Jack can be summed up in 2 words, “Life Changing!” Just being near Jack you can feel his passion for sales, entrepreneurship, and personal growth. He is one of the few people that after you hear him speak you just want to hear more.

For me, Jack has become not only one of my most respected teachers, but a good friend. Jack was instrumental in helping me change my professional and personal life forever. Professionally, Jack’s teachings helped me increase my sales by 150% and lead me to take on a new position with one of the leading Contact Centers in the U.S. Personally, Jack inspired me to go beyond my comfort zone and take care of my weight issue that plagued me for so long. So in 2010 I made the commitment to become a triathlete, and in Aug. 2010 I crossed the finish line at the Chicago Triathlon with Jack by my side. Jack is a great man and one everyone can take something from to better them self with professionally and personally.”

Michael McMillian

Hi Jack
This is a quick update.

Customer conversion is up to 61%. I’ve brought the store up to performing at number three last month. I’ve already made budget for the week by close of business Wednesday! It’s all up! Unfortunately still struggling to increase stock levels but will keep plugging away.

Hope you and your family are all well and not working too hard and enjoying life!

Once again, thank you for making such an impact on so many and especially this individual.

Kind Regards
Heather Jones

In The News………..

• Seven Leadership Traits That The Gurus Don’t Tell You- Most leadership gurus tell you half the truth, at best, about what it takes to be a leader. They will tell you about the need for vision, handling people, dealing with crises and all the other good stuff that makes up the corporate speaking circuit. Here are seven vital qualities you are less likely to hear them talk about…READ MORE
• Two great blogs from Cameron Herold, BackPocket COO. I recommend reading, one on Formula and one on Vision. If you aren’t already receiving Cameron’s blogs regularly, you should be!
• How Perception of Time Relates to Decision-Making- Professor Philip Zimbardo conveys how our individual perspectives of time affect our work, health and well-being. Time influences who we are as a person, how we view relationships and how we act in the world: Watch the video

2010-2011
Workshops and Summits
REGISTER TODAY!

• January 21 – Orange County, CA
  Smart Selling Workshop
• January 24 – Philadelphia, PA
  Smart Selling Workshop
• January 26 – Boston, MA
  Smart Selling Workshop
• January 27 – New Jersey
  Smart Selling Workshop
• February 17 – Birmingham, AL
  Smart Selling Workshop
• March 16 – Raleigh, NC
  Smart Selling Workshop
• March 17 – Ft. Lauderdale, FL
  Smart Selling Workshop
• March 18 – Detroit, MI
  Smart Selling Workshop

See More Workshop Dates

My friend Mark Leftko has turned me on to the great work of Kiva, www.kiva.org. Kiva’s mission is to connect people, through lending, for the sake of alleviating poverty. Kiva empowers individuals to lend to an entrepreneur across the globe. By combining microfinance with the internet, Kiva is creating a global community of people connected through lending. Mark shared with me ” I have been making micro finance loans there since 2006 and have about 200 loans outstanding… it is a great program and someone can loan as little as $25 to entrepreneurs in underdeveloped countries… you help them to become empowered… really AWESOME!” Thanks Mark for making such a difference.

I encourage you to click through to www.kiva.org and discover a simple, good feeling way to change-a -life, grow a business and make an impact on the world.

Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open seat workshops). I may have flexibility in 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 [email protected] with your interest and Jen will do her best to accommodate any requests.

January-Reno, Seattle, Las Vegas, Philly, Boston, New Jersey, Sydney
February-Sydney, Chicago, Orlando, Ft. Lauderdale, Las Vegas, Vancouver, Portland, Dallas, Birmingham, S. Carolina, Denver, Phoenix, Plano
March- New Zealand, Charleston, Raleigh, Ft. Lauderdale, Detroit
April- South Africa, Cleveland, Chicago

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.