Get Back on Track with Your Sales Goals

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According to Forbes magazine, only 8% of all people achieve their New Year’s resolutions. Huffington Post reports that as many as 19% achieve. Either number leads to a pathetic conclusion: we do a terrible job of keeping our promises to ourselves. That may sound crazy but if your goal isn’t something you really, really want – and want more than your current situation – you simply won’t achieve it. Any progress achieved will be accidental because you will give up. You have to believe your achieved state will be far superior to your current state. Setting a goal is not the same as dreaming. A goal is a dream with a plan. If you’re going to achieve your goal, you’ll need a workable plan. That means you will have had to think through potential problems that are likely to block your progress. But here we are at the beginning of February and you’re already giving up on a goal you wanted so badly to achieve only one short month ago. What can you do now? A candid review of what you want and how you’re going to achieve it are in order. In other words: be clear about your goal, make sure it’s significantly better than your current situation and think carefully about the distractions that are throwing you off track. At BI WORLDWIDE (BIW), we developed the patented GoalQuest® methodology that helps organizations engage their sales teams and channel partners in incentive programs by utilizing proven goal-setting principles. Our research in behavioral economics proves that setting a goal is a powerful driver of behavior – so much so that at the exact moment you set your goal, the Catalyst Effect kicks in. The Catalyst Effect is the fuel that empowers you to overcome significant challenges and still achieve your goal. The three key parts of the Catalyst Effect are (1) the goal must be meaningful and rewarding, (2) the goal must be relevant and (3) the goal must be self-selected. BIW’s GoalQuest methodology leverages self-selection of goals, compelling reward options and relevant goal levels based on participants’ past performance. We incorporate this with two powerful effects from behavioral economics: choice architecture, which gives participants a choice of different goal levels, and loss aversion – a reward is only earned if the selected goal is achieved. GoalQuest has been used by hundreds of Fortune 1000 companies; one million salespeople and channel partners have participated in a GoalQuest program. Especially effective for short-term incentives, GoalQuest relies on a rich database of activity and provides you with estimated results and ROI prior to starting the program. It’s not too late to get back on track to reach your goals. Relevant, self-selected goals with a meaningful reward behind them will empower and inspire you to break through barriers, remain committed and maintain the focus you’ll need to achieve. http://www.biworldwide.com/white-papers/sales-channel-effectiveness/get-back-on-track

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