David Sandler knew that salespeople needed to feel okay about themselves in order to truly be effective at sales. And one of the ways that comes into play is with your goals. If you rarely hit your goals, it's going to lower your self-esteem!
Your goals should not be sales goals!
I know, that sounds like sacrilege coming from someone that has worked in sales for years, and now trains salespeople. But if you set goals where you can't truly have the ability to influence the outcome, you're self-sabotaging.
Most goals sound something like this: "I'm going to make 10 sales this month," or "I'm going to sell four million dollars worth this year."
The only problem with that is that you don't actually have the ability at the end to make someone pull out their money.
Instead, you need to set behavior based goals. You need to have goals for how many calls you're going to make, how many referrals you're going to give, how many people you're going to connect to each other.
Truthfully, there's nothing wrong with also having sales goals. That's how you can improve how effective you are over time. But if that's the only way you're measuring, you start to sabotage your own efforts.
Instead, if you focus on the behaviors, the sales results will come. Then you have an opportunity to feel good about yourself, and in the end affect the outcome even more than you would have otherwise.
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