It’s a New Year full of new possibilities.Make the most out of 2016! Start by avoiding the same old resolutions that are doomed from the start. More than 90% of resolutions set at the beginning of the year fail because they are based on past failures rather than being tied to strategic goals and objectives that are SMART (Specific, Measurable, Achievable, and Time-Bound). Here are some tips if you’re considering resolutions for the new year, especially if they relate to your sales.
Acknowledge your Successes
Start your planning by considering your strengths and successes from 2015 and leverage those in your new plan. Which big deals did you close? How many new customers did you add? Which clients love you and only buy from you? Look at the specific activities that led to these successes. Repeat and add to them.
Understand your Failures
Why didn’t you do certain things, or why weren’t they done well? There is usually a reason why you didn’t invest time in specific activities relative to other pursuits. Was there not enough perceived return on the time invested? Was there a barrier to success? To avoid repeating a cycle of failure, be sure to identify what needs to be changed to make past failures feasible.
Start with your Goals in Mind
As you plan for success in 2016, start with your strategic goals and then develop actionable “next steps” to accomplish your objectives. Tony Robbins wrote “If you do what you’ve always done, you’ll get what you’ve always gotten.” Are there specific selling skills or resources you need to improve your performance? Think about where in your sales process failure most often occurs? What’s keeping you from a positive outcome?
Wishing you a Happy and Prosperous 2016!