Helen Keller was once asked, “Is there anything worse than being blind?” She replied, “Yes. The most pathetic person in the world is someone who has sight but no vision.” Ms. Keller was very perceptive. Many people have aspirations and dreams but prefer to sit, and do nothing instead of planning their fulfillment.
We have the power to control our sales destiny. The key is having goals and setting them well enough and tracking them diligently enough to see them come to fruition.
Ask any psychiatrist if patients on psychiatric wards have clearly defined goals and know exactly what they want out of life. I think you can imagine what the answer would be. Now ask the manager of a top producing sales force the same question. You will discover that the most successful people in business and in life, practice goal setting as a regular part of living.
In his book, Man’s Search for Meaning, Victor Frankl, successor of Freud, argues that the “loss of hope and courage can have a deadly effect on man.” As a result of his experiences in a Nazi concentration camp, Frankl contends that when a man no longer possesses a motive for living, no future to look toward, he curls up in a corner and dies. “Any attempt to restore a man’s inner strength in camp”, he writes, “had first to succeed in showing him some future goal.” I have no intention of spending time on a psychiatric ward. But I do want to be counted as a high achiever in life, it makes good sense to set goals as the winners do!
We live in a busy world. Many salespeople confuse activity with accomplishment. Many of us are so busy we find it difficult to stop long enough to ponder such things. Let’s face it. We can never achieve success in life without first considering where we want to go. We wouldn’t set sail on the ocean hoping to get somewhere, or just anywhere.
Make a list of why you think so few people set goals. Now that you have considered the benefits of goal setting, give some thought why you think more people, perhaps even yourself, do not make it a consistent practice in their lives.
I think the reason more people do not set goals is that…