Jan 22, 2020
Thanks for tuning into the Catapulting Commissions podcast with your host, Anthony Garcia! Today’s episode is the second installment of the Catapulting Commissions book preview. The theme of this portion of the miniseries is all about taking clear, intentional, actionable steps you can implement today in your goal-setting and goal-achieving process. Diving into the nitty-gritty of forecasting sales goals, how to achieve them, and grow beyond them.
Anthony’s first key actionable step is setting a realistic, achievable goal. In order to do that, you need to forecast. First, the key is to choose your ‘number’ or your baseline goal. He goes on breaks it down into three parts: will do, should do, and could do. Will do: come hell or high water, you will reach this goal. This is the number you need to cover your basic needs. Should do: your goal with the highest, but not certain, likelihood of success. This is what happens when your plan is in place and your skills and pipeline support your goal. Could do: the stars are aligned, and you can’t miss. This number is significantly higher than your other two.
He moves on to the second actionable step, falling in love with your least favorite process. This is simple--if you’re a telemarketer and you hate making calls, you won’t be a successful telemarketer. In the same way, if you’re a salesperson and your position requires you to have an expert-level of knowledge, but you hate studying, you won’t find success. It’s about finding joy in the process.
Finally, Anthony’s third tip is to think SMARTER. Many sales professionals have heard about thinking SMART goal-wise (Specific, measurable, achievable, relevant, timebound. The fact is, that isn’t enough anymore. These are the basics. He suggests adding E (Emotion) and R (Reward) to truly achieve success. Emotionally investing in your goal will push you, and of course, the juice has to be worth the squeeze.
What you’ll learn
In today’s episode, you’ll learn:
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How to set a realistic, achievable goal and how to reverse engineer your process
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How to fall in love with your process
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How to think SMARTER