Summer Sales Goal Setting Guide

Forget about the above-and-beyond
superhero that you were
back in January; summer is
the perfect time to re-set those
sales goals you haven’t achieved
yet and plan new goals on
your terms and timetable.
Goal-SettingGuideGoal-SettingGuide

Based on
behavioral economic research,
here are seven steps to get you
started in one week:
Goal-SettingGuideGoal-SettingGuide

Monday
Re-set your defaults
We rely on defaults so we don’t
have to re-think what to do every
Monday morning. This summer,
instead of taking Friday off to get a
start on the weekend, take Monday off
to extend your weekend. You might
be surprised at how much
you get done.
1Monday
1

Tuesday
Start with a Free Space
Think about online games and
how they start you with insultingly
easy challenges. The next goal
you set for yourself, build in an
easy first step to get you headed
in the right direction.
Tuesday
22

Wednesday
Hit the Road
Picturing yourself on a road to your goal
is the best way to ensure you
stay on track. Get out a piece of paper,
draw a line and label Point A “Today”
and Point B “Success”; then list out
the steps required to reach success.
Never look back and put failure
in your rear-view mirror.
Wednesday
33

Thursday
Divide and Conquer
Divide up your big goals into smaller
accomplishments along your sales
cycle. Not only will you accomplish more
but you will feel better and be able to
celebrate much more often.
Thursday
44

Friday
Make it Relevant
We tend to pay more attention
to the things that are immediately
around us. So as you are setting
new sales goals, put yourself in a
position to succeed by surrounding
yourself with things and people that
will help you reach them faster.
Friday
55

Saturday
Finish Fast
We move faster and work harder
the closer we get to the finish line.
Just as you started with an easy step,
don’t be afraid to end with a hard step.
You will be physically and mentally
more prepared to deal with obstacles
and reach success the closer you
are to reaching your goal.
Saturday
6

Sunday
Acknowledge
your Achievements
When we reach a goal, or a step along
the way, it’s important to take a moment
to let it sink in and acknowledge our
achievement. And if you know someone
who has recently had success with a
goal, be sure to recognize him or her.
Sunday
77

Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
Australia | Canada | China | India | LATAM | UK | US | BI WORLDWIDE.com ©BI WORLDWIDE™ 2014 | Proprietary & Confidential
School is out, the weather is finally improving andthere is a good chance your job is taking a back seatas you head out of town for a long weekend. Do youremember those goals you set at the beginningof the year? More importantly, do you even careanymore? Summer is the ultimate carefree time togive your goals a vacation, right?
Summer is the perfect time to re-set those goalsyou haven’t achieved yet and plan new goals onyour terms and timetable. So forget about theabove-and-beyond superhero that you were back inJanuary; summer is the time to get real. Make sureyou understand your limitations and honestly assessyour best chance for success.
The science of behavioral economics studies howreal people set real goals. Based on this research,here are seven steps to get you started:
Wrong.
Wrong.
Summer Goal-SettingGuide:
Monday:Re-set your defaultsWhen it comes to decision-making, humansare great at conserving energy. Our brainslove to sit on the beach as much as we do.We rely on defaults so we don’t have to re-thinkabout what to do every Monday morning – wejust get up and go to work. This summer, insteadof taking Friday off to get a start on the weekend,take Monday off to extend your weekend. Youmight be surprised at how much you get done.Look for other defaults that have become routineand think about how you can shake things upin the short-term to achieve long-term goals.
1 Friday:Make it relevantYou practically can’t go online these days withouthearing about what’s relevant. Advertisers wantto make their products relevant. Celebrities wantto stay relevant. The same goes for your goals.According to scientific (and not-so scientific)research, we tend to pay more attention to thethings that are immediately around us. So asyou are setting new goals, you should literally putyourself in a position to succeed by surroundingyourself with things (and people) that will help youreach the finish line faster.
5
Tuesday:Start with
the free spaceToo many times those who don’t achieve theirgoals look back and say, “That first step was thehardest.” It might be true in some cases but thinkabout the last time you played any online game.They start you with insultingly easy challenges.But be honest: how great did it feel to win rightaway? The next goal you set for yourself, buildin an easy first step to get you headed in theright direction.
2 Saturday:Finish FastFrom babies crawling closer to a new toy all theway up to world-class sprinters approaching thefinish line, simple observation (and countlessresearch studies) proves to us that we movefaster and work harder the closer we get to thefinish line. Just as you started with an easy step,don’t be afraid to end with a hard step. You willbe physically and mentally more prepared todeal with obstacles and reach success thecloser you are to reaching your goal.
6
Wednesday:Hit the roadMaking your goals visual is a powerful way tocheck on your progress and motivate you tosucceed. Recent studies explored which visualsor concepts drive people to accomplish more.So far, picturing yourself on a road to your goalis the best way to ensure you stay on track.Get out a piece of paper, draw a line and labelPoint A “Today” and Point B “Success”; thenlist out the steps required to reach success andput failure in your rear-view mirror.
3 Sunday:Acknowledge
your achievementsIn a recent study, ignoring a person’saccomplishment was nearly equal to puttingthe accomplishment on a piece of paper andthen shredding it. This tells us that when wereach a goal, or a step along the way, it isimportant to take a moment to let it sink in andacknowledge our achievement. And if you knowsomeone who has recently had success witha goal, be sure to let him or her know you areaware of it.
7
Thursday:Divide
and conquerWhen students were given the choice of settingtheir own deadlines for homework and schoolprojects, the ones who divided up the work intoevenly-spaced sections were more likely toachieve success than those who crammedeverything into the days before the deadline.How can you divide up your big goals into smalleraccomplishments along the way? Not only willyou accomplish more but you will feel better andbe able to celebrate much more often.
4 Now that it’s summer, it’s amazinghow fast the weeks go by andhow much we pack into every day.But that’s what makes summersuch a great time to re-set your goalsfor the year. There’s less pressure andmore opportunity to spend time gettingheaded in the right direction.
To learn more about the power of goal-setting and how BI WORLDWIDE’s patented
sales incentive program structure GoalQuest®
can help motivate your sales force to
reach their goals, visit: BI WORLDWIDE.com or email info@BI WORLDWIDE.com.
One
Week
to
SuccessWalter Ruckes, VP, Sales & Channel Engagement,
BI WORLDWIDE
month
Australia | Canada | China | India | LATAM | UK | US | BI WORLDWIDE.com ©BI WORLDWIDE™ 2014 | Proprietary & Confidential
School is out, the weather is finally improving andthere is a good chance your job is taking a back seatas you head out of town for a long weekend. Do youremember those goals you set at the beginningof the year? More importantly, do you even careanymore? Summer is the ultimate carefree time togive your goals a vacation, right?
Summer is the perfect time to re-set those goalsyou haven’t achieved yet and plan new goals onyour terms and timetable. So forget about theabove-and-beyond superhero that you were back inJanuary; summer is the time to get real. Make sureyou understand your limitations and honestly assessyour best chance for success.
The science of behavioral economics studies howreal people set real goals. Based on this research,here are seven steps to get you started:
Wrong.
Wrong.
Summer Goal-SettingGuide:
Monday:Re-set your defaultsWhen it comes to decision-making, humansare great at conserving energy. Our brainslove to sit on the beach as much as we do.We rely on defaults so we don’t have to re-thinkabout what to do every Monday morning – wejust get up and go to work. This summer, insteadof taking Friday off to get a start on the weekend,take Monday off to extend your weekend. Youmight be surprised at how much you get done.Look for other defaults that have become routineand think about how you can shake things upin the short-term to achieve long-term goals.
1 Friday:Make it relevantYou practically can’t go online these days withouthearing about what’s relevant. Advertisers wantto make their products relevant. Celebrities wantto stay relevant. The same goes for your goals.According to scientific (and not-so scientific)research, we tend to pay more attention to thethings that are immediately around us. So asyou are setting new goals, you should literally putyourself in a position to succeed by surroundingyourself with things (and people) that will help youreach the finish line faster.
5
Tuesday:Start with
the free spaceToo many times those who don’t achieve theirgoals look back and say, “That first step was thehardest.” It might be true in some cases but thinkabout the last time you played any online game.They start you with insultingly easy challenges.But be honest: how great did it feel to win rightaway? The next goal you set for yourself, buildin an easy first step to get you headed in theright direction.
2 Saturday:Finish FastFrom babies crawling closer to a new toy all theway up to world-class sprinters approaching thefinish line, simple observation (and countlessresearch studies) proves to us that we movefaster and work harder the closer we get to thefinish line. Just as you started with an easy step,don’t be afraid to end with a hard step. You willbe physically and mentally more prepared todeal with obstacles and reach success thecloser you are to reaching your goal.
6
Wednesday:Hit the roadMaking your goals visual is a powerful way tocheck on your progress and motivate you tosucceed. Recent studies explored which visualsor concepts drive people to accomplish more.So far, picturing yourself on a road to your goalis the best way to ensure you stay on track.Get out a piece of paper, draw a line and labelPoint A “Today” and Point B “Success”; thenlist out the steps required to reach success andput failure in your rear-view mirror.
3 Sunday:Acknowledge
your achievementsIn a recent study, ignoring a person’saccomplishment was nearly equal to puttingthe accomplishment on a piece of paper andthen shredding it. This tells us that when wereach a goal, or a step along the way, it isimportant to take a moment to let it sink in andacknowledge our achievement. And if you knowsomeone who has recently had success witha goal, be sure to let him or her know you areaware of it.
7
Thursday:Divide
and conquerWhen students were given the choice of settingtheir own deadlines for homework and schoolprojects, the ones who divided up the work intoevenly-spaced sections were more likely toachieve success than those who crammedeverything into the days before the deadline.How can you divide up your big goals into smalleraccomplishments along the way? Not only willyou accomplish more but you will feel better andbe able to celebrate much more often.
4 Now that it’s summer, it’s amazinghow fast the weeks go by andhow much we pack into every day.But that’s what makes summersuch a great time to re-set your goalsfor the year. There’s less pressure andmore opportunity to spend time gettingheaded in the right direction.
To learn more about the power of goal-setting and how BI WORLDWIDE’s patented
sales incentive program structure GoalQuest®
can help motivate your sales force to
reach their goals, visit: BI WORLDWIDE.com or email info@BI WORLDWIDE.com.
One
Week
to
SuccessWalter Ruckes, VP, Sales & Channel Engagement,
BI WORLDWIDE
month
Download
the full
calendar
now to
achieve your
sales goals in
one week!

Summer Sales Goal Setting Guide

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