It’s a New Year, and the world seems full of possibilities. Let’s make the most of 2016! We can start by avoiding New Year’s resolutions that feel more punitive than inspiring. More than 90% of resolutions made at the start of the year fail because they are based on past failures rather than being tied to strategic goals and objectives. Here are some helpful hints if you are considering resolutions for the New Year, particularly as they relate to your sales performance:
Acknowledge Your Past Success. Start your planning process by considering your strengths and successes from the previous year, and be sure to leverage those in your plan for the coming year. Consider the new business you did win, the customers who adore you, and the weight you did not gain! Then diagnose your specific activities surrounding these successes.
Understand Your Failures. Consider why you didn’t do certain things or why you didn’t do them well. There is usually a valid reason why you didn’t invest time in specific activities relative to other pursuits. Was there a barrier to success? Was there not enough return on the time and effort? To avoid a repeating cycle of failure, be sure you can identify what has changed to make past failures feasible or valid as a priority this year.
Begin with a Positive Outcome in Mind. As you plan for success in 2016, start with your strategic goals, and then develop actionable steps (resolutions) to make those objectives a reality. As well-known author Tony Robbins wrote, “If you do what you’ve always done, you’ll get what you’ve always gotten.” Are there specific selling skills or resources you need to improve your performance? Diagnose where in your sales process failure most often occurs. What GAPs exists that prevent you from successful outcomes?
The Carew team will kick off 2016 with a blog series, “Be Your Best in the New Year,” which will address:
- A winning frame of mind
- Habits that undermine your sales success
- Good health as part of your sales plan
- Time management
- Winning sales habits
Wishing you a happy and prosperous New Year!