Secret Formula for Sales Success Part II

I / $S= #S
#S X #P/S = #P
#P X #C /P = #C
#C X #A /C= #A
#A / WORKING DAYS = #A/DAY
I / #A = VALUE OF EACH A

Let's begin at the beginning. Your Income Goal is where the formula starts.  Establishing your income goal is not a thoughtless task done with little planning.  I have witnessed many sales people just throw a figure out there in order to complete the formula.  I feel strongly that if your attitude towards the profession of selling is that flippant you should find something else to do.  Your income goal is the fuel behind your self motivation, self discipline and enthusiasm.
It is vital to your sales success to follow these 3 principles when setting your income goal.
1.  Include everything and everybody
     Consider all aspects of your financial life.  Your monthly bills, your               investment plan, your dreams and all that is involved in these areas should be considered when establishing your income goal.
Who is effected or involved in your financial life? Some of you have spouses or partners in life, others are single and it will not be necessary to communicate with anyone during this process.  However, if you do have someone that is effected by your income goal, you should at the very minimum explain the process and what is involved in the goal. It is very important that you allow this person to also use your income goal as their fuel for motivation and enthusiasm for your success.
2.  Stretch yourself
      It is extremely important that your income goal be exciting to consider.  It may be an amount that you have never considered to be possible.  It should be a goal that you will have to work hard for.  That you will have to grow and intentionally get better to achieve.  It should give you pride in what you do, your business, your profession.  Scare yourself, stretch yourself, make a statement to yourself, make a forever impact on your financial future.
3.  Take ownership of YOUR income goal
       This is your goal.  This is your income and your financial plan.  You say I just want to get by.  I say look at principles 1 and 2 and if you can't embrace those... never mind.  This is a goal that you never never never give up on.  If life happens and challenges come your way, you adjust and do whatever necessary but you never never never give up on achieving this goal.  The income goal is the fuel that gets you up early and stay late.  It is the motivation to do what others won't!  It is the discipline to hit your numbers.  But you have to take ownership of it first.
Embrace these 3 principles and go to work to establish your income goal.  Set it annually or monthly it doesn't matter.  Once you finish this vital first step then you can move onto step 2.

Expect to win!
--Jim