Set Personal and Business Goals that Matter–And Meet Them!

Strategies to help you achieve greatness through discipline, focus and a
clear idea of what you want to accomplish.

Another year is upon us and if you are like most
people you have hit the floor running without
planning a clear objective for the upcoming year.
However, top performing sales people make the
time to establish clear targets. Setting goals is
not a complicated process nor does it take a lot
of time. Use the techniques listed below to help
you achieve your targets.

  • Ensure each of your goals follows the
    SMART concept: Specific, Motivational,
    Action-oriented, Relevant to your situation,
    Time-bound. For example, “I will increase my
    sales by 15% compared to last year.” Be as
    specific about your goal as possible. “I will
    start my own catering business” is a lot stronger
    than “I want to go into business for myself.”
    Challenging goals are motivating. Set goals that
    will push beyond what you usually think you can
    accomplish. Remember to set a deadline. A goal
    without a deadline is simply a dream. Attach a
    realistic yet challenging deadline for
    accomplishment and post this where you can review
    it regularly.
  • Phrase your goals in the present tense
    and assume success. Don’t say, “I want to.” Say,
    “I will.” This subtle technique tells your
    subconscious that you have already achieved your
    goal which means it will go work at helping the
    goal become a reality. It will attract the
    people, places, and situations you need to
    achieve that goal.
  • Put them in writing. This simple act
    helps you clarify your goals and will allow you
    to visualize them more effectively. I recommend
    that you record each goal on a separate index
    card and review them twice a day – once in the
    morning (when you first wake up) and again before
    you go to bed. This process reinforces your
    goals, acts as a reminder and drives your goals
    deep into your subconscious. In fact, this is one
    of the most powerful strategies you can use to
    achieve your targets.
  • List the benefits you intend to receive
    by achieving each goal. This will keep you
    focused and strong particularly when you face the
    inevitable roadblocks and barriers. Years ago,
    when I chose to quit smoking, I listed 75
    benefits and when I felt the urge for a cigarette
    I would review this list to help me get past that
    craving. The more benefits you can list for your
    goals, the more motivating those goals will
  • As you review your goals each morning and
    evening, picture yourself achieving each of them.
    The more you can “see” success in your mind’s
    eye, the more likely you can translate this into
    reality. Create a perfect picture in your mind
    and replay it frequently. Developing a picture
    board can help with this. This is a very
    effective tool that allows you to see the visual
    impact of achieving your goals. When my wife and
    I bought our first house, we clipped photographs
    and pictures of what we wanted our house to have
    and pasted them on to a large sheet of poster
    board. We hung this near the front door of our
    apartment so we could see it every time we left
    or entered the apartment. We also created a
    thermometer of “down-payment savings” to help us
    track our progress. We had a clear deadline and
    were able to surpass this deadline by almost 30
    days. I now keep track of my annual revenues,
    speaking engagements and book sales in the same
    manner. I post these sheets on my office wall
    where I can see them every day; they allow me to
    track my progress with a quick glance.
  • Anticipate the challenges you will
    encounter and plan how you will overcome them.
    This will prepare you for them and help you
    overcome the obstacles easier and with less
    stress. In fact, the simple act of planning for
    obstacles will often prevent many of them from
  • Surround yourself with successful,
    motivated people who also set challenging goals.
    I share my goals with several friends and
    associates. When we get together, we motivate
    each other by talking about our success, our
    challenges, and our goals. A word of caution: Be
    careful who you share your goals with. People who
    are not goal-oriented will not support you, and
    in many cases, will actually try to dissuade you
    from your goals.
  • Use affirmations. If you plan to quit
    smoking repeat statement such as, “I enjoy the
    lifestyle of a non-smoker,” “I’m glad I’m a
    non-smoker,” “I enjoy the taste of food more as a
    non-smoker.” Stating affirmations aloud,
    reinforces your goal to your mind and will help
    you achieve your goal much faster.
  • Take action. Don’t procrastinate. All the
    planning in the world will not help you achieve
    your goals. You MUST take action. Once you have
    determined a goal for yourself, take action
    within 24 hours. This will set the wheels in
    motion and create the necessary momentum you
    need. I once heard a speaker state, “We are
    either moving toward or away from our goals.”
    Develop the habit of taking action on a daily
    basis.Achieving greatness is not that difficult.
    However, it does require discipline, focus and a
    clear idea of what you want to accomplish. Follow
    these steps and have your best year ever!

    Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their
    employees. He is also the author of “Stop, Ask & Listen – How to welcome your customers and increase your sales.” For information on his
    programs, visit his website at Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine available at his website.