Rick York's Sales Toolbox is a training aid for Carport Central Building Specialists to develop strategies and tactics. This deck was created for his presentation on Goal Setting Tips.

1. GOAL SETTING TIPS
CARPORT CENTRAL PRESENTS

2. GOAL SETTING TIPS
Setting goals is an integral part to your success.
WHAT IS A GOAL?
According to Wikipedia the definition of a goal is:
“a desired result a person or a system envisions, plans and commits to achieve a personal or
organizational desired end-point in some sort of assumed development.”
Many people endeavor to reach goals within a finite time by setting deadlines.
In other words, any planning you do for the future regardless of what it is, is a goal.

3. GOAL SETTING TIPS
Goals Give You Focus
Goals Allow You To Measure Progress
Goals Keep You Locked In And Undistracted
Goals Help You Overcome Procrastination
Goals Give You Motivation
“If you aim at nothing, you will hit it every time.” Zig Ziglar

4. GOAL SETTING TIPS
1. Write down your goals; be specific.
2. Share your goals with someone important to you.
3. Post your goals and leave yourself reminders.
4. Set lofty goals and step by step goals to guide the process.
5. Set yourself up with long term goals. Where will you be in 5 years? 10 years?
6. Learn to manage your money with a budget built to save.
7. Set yourself up with a reward for hitting your goals.
“Begin with the end in mind.” Stephen Covey

5. GOAL SETTING TIPS
Write down your goals; be specific.
Goals must be written down!
Goals that are not written down are easily forgotten.
Unwritten goals are just hopes, dreams, prayers, and wishes -- NOT GOALS!
Be extremely specific.
Dollar amounts of sales per year/month/week/day,
phone calls out, quotes given, commissions collected,
conversion rate percentages, etc.
“By recording your dreams and goals on paper, you set in motion the process of becoming the person
you most want to be. Put your future in good hands—your own.” Mark Victor Hansen

6. GOAL SETTING TIPS
Share your goals with someone important to you.
Shared goals provide accountability.
When you share your goals with a partner, friend, co-worker, or significant other you open allow them to hold you accountable. If
we have no accountability we are apt to make excuses or allow ourselves to accept failure.
Shared goals breeds encouragement.
When your accountability partner knows your goals they can understand your passion and your drive and will help fuel your
success with encouragement. They enjoy the experience and the process with you.
Shared goals are why we get married in a public forum. We make our vows to God, our closest friends and family!
“Accountability is a statement of personal promise, both to yourself and to
the people around you, to deliver specific defined results.” Brian Dive

7. GOAL SETTING TIPS
Post your goals and leave yourself reminders.
Remind yourself daily
Posting your written or printed goals at your desk, on your mirror, as the wallpaper of your phone, etc. will give
yourself a constant reminder of the mental commitment you have made with yourself for success.
Seeing is believing.
The constant reminder becomes a personal mantra and a way of life. The more you remind yourself of your goals
the greater your belief in your ability to succeed will be. Believing in your ability to fulfill your goals will drive
your success.
“If you set goals and go after them with all the determination you can muster,
your gifts will take you places that will amaze you.” Les Brown

8. GOAL SETTING TIPS
Set lofty goals and step by step goals to guide the process.
Aim High.
If you set goals that are too easily attainable, you shortchange your potential.
Set goals that will push you to grow and be better.
Develop a plan to get there.
Set yourself up with checkpoints along the way. If you have periodic check points to reach on your way to that
goal you will find it easier to hit those short term points as your travel along the journey.
“I think goals should never be easy, they should force you to work,
even if they are uncomfortable at the time.” Michael Phelps

9. GOAL SETTING TIPS
Set yourself up with long term goals. Where will you be in 5 years? 10 years?
Don’t be afraid of long term.
If you don’t know where you want to go you will never get there.
Developing a long term strategy will help you plot the course you need to take.
What actions do you need to take? What information must you learn? What strategies must you master?
Play chess, not checkers.
Checkers players have limited mobility and only look at immediate successes.
Chess players have to think several moves ahead to set and avoid traps with their opponents.
“Our goals can only be reached through a vehicle of a plan, in which we must fervently believe,
and upon which we must vigorously act. There is no other route to success.” Pablo Picasso

10. GOAL SETTING TIPS
Learn to manage your money with a budget built to save.
Learn to live within your means.
Long term financial success is predicated upon the idea that you live within the constraints of your income.
Only buy what you need. Forego unnecessary expenses due to impulse.
Most people are one “Uh-Oh” away from complete financial ruin.
Budget to build your future.
Live on your net pay, not your gross pay.
20% of your net pay should be saved or invested.
80% of your net pay should cover the rest of your expenses.
“Beware of little expenses; a small leak will sink a great ship.” Benjamin Franklin

11. GOAL SETTING TIPS
Set yourself up with a reward for hitting your goals.
A pot of gold at the end of the rainbow.
Build into your budget and goal planning a reward for succeeding at your goals.
When you hit a major milestone, treat yourself to that vacation, car, or home.
THAT is what you are working so hard to achieve.
See yourself with the reward.
Post your rewards next to your goals. Seeing is believing.
When you remind yourself what it is you are working for you will work harder to obtain it.
“Thoughts become things. If you see it in your mind, you will hold it in your hand.” Bob Proctor

12. GOAL SETTING TIPS
Important notes on goal setting strategies:
Set goals unique to you.
Your goals are your own and only you can set their importance.
Be sure to include both activity based and results based goals.
Time frames are a MUST.
A goal without a time frame has no completion time.
A goal without a completion time has no meaning.
Set Daily, Weekly, Monthly, Quarterly, Yearly, and longer term goals.
“Vague goals produce vague results.” Jack Canfield

13. GOAL SETTING TIPS
How do I set my goals?
How do I break it down into manageable steps?
“You Break it down to the ridiculous”
EXAMPLE: $2,000,000 (2 MILLION!) in sales for the year!
$2,000,000 divided by 12 = $166,666.66 per Month
$2,000,000 divided by 50 = $40,000.00 per Week
$40,000.00 divided by 5 = $8,000.00 per Day
How do I sell $8,000.00 per Day?
“If you want to be happy, set a goal that commands your thoughts, liberates your energy
and inspires your hopes.” Andrew Carnegie

14. GOAL SETTING TIPS
How do I achieve my goals?
Analyze your behaviors.
Take a hard, honest look at your productivity.
Are you making the number of calls to meet your goal? Are you really working 8 hour days?
Is you leisure time being used wisely? Are you learning or practicing to be better?
Does your cell phone take too much of your time? Is it helping or hindering your success?
Get up earlier each day. Use that time wisely. Are you ready to work at 8:30 or are you just showing up at 8:30?
“Those who seek a better life must first become a better person.” Jim Rohn

15. GOAL SETTING TIPS
How do I achieve my goals?
Track your progress.
Know the numbers. Chart the numbers. Pay attention to the numbers.
Tracking numbers creates a data path that can be used to project where you are and where you are going
as well as where you may need to make adjustments to increase success rates to achieve goals.
MXIE Call Log & Sensei CRM Tracking.
How many calls do you make per hour? Day? Week?
Of those, how many are incoming and outgoing?
How many new leads? First attempts? Second attempts? Third attempts?
“The most valuable commodity I know of is information.” Gordon Gekko

16. GOAL SETTING TIPS
How do I achieve my goals?
Not just phone calls.
While the bulk of our work is done via telephone, we do have other methods to communicate:
Email - How many customers are you actively engaged with via email?
Text - How many customers are you actively engaged with via text?
Social Media - How many customers are you actively engaged with via social?
How much time do you devote to each platform?
“Information is the oil of the 21st century,
and analytics is the combustion engine.” Peter Sondergaard

17. GOAL SETTING TIPS
How do I achieve my goals?
Schedule your time wisely.
Carve out certain times of day and days of the week for certain tasks.
Add them to your Sensei Tasks, Google Calendars, or personal daily planners.
Follow Ups - Have you given a quote that hasn’t been responded to yet? Orders that need signed?
Attempts - How long between attempts are you waiting? How long are you holding them in your name?
Meetings - Do you have team meetings, company meetings, or continued education courses scheduled in?
Paperwork - Do you have a set time to type up your orders or prepare your quotes and drawings?
“The common man is not concerned about the passage of time,
the man of talent is driven by it.” Arthur Schopenhauer

18. GOAL SETTING TIPS
How do I achieve my goals?
Conversion rates.
Do you know your success rates? What is the percentage of sales versus the amount of calls you make?
Ask the same among your other platforms (email, text, social, etc.).
How can you improve those rates?
Is it worth it?
Do you know which methods bring you your greatest success?
Each of us communicate differently and will have better methods to suit our voices.
Do you know which ones work best for you and provide the most value for your time?
“You've got to play to your players' talents.” Baker Mayfield

19. GOAL SETTING TIPS
Utilize your teams.
Accountability.
Sit down with the members of your team and discuss your personal goals.
Set team goals and develop competition with other teams.
One body, many parts.
Recognize the strengths and weaknesses on your team and find how
you can complement each other to generate even greater successes.
Develop a plan to maximize your team based opportunities.
“If everyone is moving forward together, then success takes care of itself.” Henry Ford

20. GOAL SETTING TIPS
One final note.
Goals can change.
You may find your goals are too lofty, or not lofty enough.
Learn to adapt on the fly.
The proof is in the pudding.
How bad do you want to achieve your goals?
Don’t talk about it; be about it!
Goal #1: Develop your Goals and Strategies.
“Excellence is not a destination; it is a continuous journey that never ends.” Brian Tracy