LESSON 41Setting Goals
Salespeople need to set goals. The following are some ideas to help you in your goal-setting, including why they are necessary.
In setting goals, keep in mind that every goal must meet four criteria, which you can apply to your personal goals as well:
1. It has a specific time frame (days, weeks or months).
2. It is measurable (so you know when you’ve achieved it).
3. It is realistic (so you don’t get frustrated and give up).
4. It is challenging (so you have a sense of accomplishment).
Let’s say an average sale is $1,000 and my goal is to make $10,000 more in the coming year. This isn’t my company’s quota; it’s the goal I set for myself. To get this $10,000, I need 10 new clients. I know that if I make 500 cold calls, ...
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