Chapter 2. Motivating Yourself with Goals and Rewards

As an entrepreneurial salesperson, you are probably self-motivated and quite capable of achieving success without setting goals. You may even think that goal setting is silly—something comparable to earning a gold star in kindergarten. Throughout my career, however, I have discovered that goal setters tend to achieve much more, earlier in their careers, than non–goal setters. Without a goal and a deadline for achieving that goal, people often let distractions drag them off course.

In this chapter, I show you how to set goals for both productivity and production; specify realistic deadlines; break your goals into milestones; choose rewards that will motivate you; and envision your future achievements. I strongly encourage everyone I coach to set goals and deadlines and reward themselves when they succeed, regardless of how silly it may seem. Once you begin to experience the results of goal setting, you will become a believer.

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