233067
Sales-Meeting-Minute

Do you dare to dream?

I have never been able to understand why some people can only see as far ahead as the end of the current day. Instead of aiming for long term goals, they just wallow in their everyday problems. Sure, the job of running a business, selling, and hanging on to your clients day-to-day can be a full time job. But a crucial part of that job – any job – is to look far ahead, to anticipate change and new challenges, and be prepared for them.

If you know what you are trying to accomplish over the long haul, that often provides sufficient motivation for doing the day-to-day “grunt” work to get you there. What difference does it make on a daily basis what you have to do, if each day gets you closer and closer to the end result? What difference does it make if you are turned down or turned out by a close-minded prospect? What sense is there in spending today pouting over what happened yesterday or, even worse, what might happen tomorrow? If your goals are clear, and you understand the path to achieve them, then it’s simple arithmetic: do this plus that to arrive at your goals.

But it’s not always that easy to stay motivated over time. Imagine brick-laying. It’s easy to look at each brick as identical to the last, and look at bricklaying as drudgery, meanwhile forgetting that – together, one by one – those bricks are building a great edifice. By establishing a goals program, we help ourselves to look beyond the day-to-day “bricklaying” to see our progress in relation to the overall goal.

After all, even an eagle must build its nest one twig at a time. Only then can its nest become its launching pad!

By keeping our goals in sight, and our daily grind in perspective, we keep ourselves motivated through the dark days when we feel like we’re slipping backwards. And, by establishing intermediate goals, or milestones, we provide ourselves with opportunities to enjoy an occasional high, days when we can look back and see that we are making significant progress, moments when we can look ahead and see that we are on course. These moments of celebration give us renewed enthusiasm for moving through obstacles, and not around them. They answer the question, “Why?”

Goals do not have to be glamorous or earthshaking. They do not have to reach into the next decade. They just have to be ours – small goals. Goals that take us through tomorrow into next week, next month, and as far into the future as we dare to dream.

But, they must exist if we are to be motivated to achieve. We can’t borrow goals from our neighbours. We can’t order them out of a catalogue. So where do we obtain goals? They are in our minds, intimately woven into the fabric of our personalities.

Copyright 2015 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047or view his website at www.glennon.sandler.com

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.



More Sales Meeting Minute articles

232757
About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com




[email protected]
1-866-645-2047



228625
The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

Previous Stories



227435