In a recent peer group meeting, we had some discussion about sales targets.

One person had gone through some upcoming goals for the next month. I asked, "What about sales goals?" He had some annual budgets for his sales targets for new accounts to bring in. That part was very good, better than what most people do. But nothing was translated down to a monthly target.

I suggested that he ought to put down a target for the month of how many accounts he would expect to land. Another member of the group followed up. He mentioned that he has targets and that he believes that he will achieve them.

That led to some discussion. First person asked, "You mean, I’m just supposed to put down this number for my target and expect that it will happen?"

I responded, "That’s right. You expect that it will happen and you draw forces towards you to help make it happen. Your belief gets reflected in how you carry yourself. You’re expecting to reach your sales target, so you’re expecting to reach and achieve new sales during the month. You have a confidence, not a cockiness, but a confidence and assuredness that you’re going to make it happen. That comes across and it makes the prospects more willing to want to do business with you." Again, the other person backed that up. So, that brings up two important points about goals:

1. Do you have goals written down? Are they translated into shorter terms that you can hold yourself accountable too?

2. Do you believe that you will reach the goal, so that it becomes more than just sort of a number that’s out there that can be drifting and become a moving target? Is it a number that you feel you will hit this particular month or this particular period that you’re tracking?

There’s a big difference in the beliefs between the two individuals I mentioned and it was already starting to show in the sales results so far this year.

So, take a hard look at some of your core goals. Perhaps, it might be the revenue target or it might be something else and ask yourself, do you have a goal for the year, has it been translated to something for this month and do you really believe that you will achieve it? Are you allowing the forces to help make it happen? Are you attracting people and circumstances to you through your beliefs and the way you come across?

Jon Paul, MBA, CPA, CMC, CM&AA

President, Value Added Finance Resources
Bringing new insights on results and maximizing company value