Summer Sales Goal Setting Guide

4. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States 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

6. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States 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

8. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States 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

9. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States 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

10. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States 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

11. 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!

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