| Working with individual clients or with businesses I | | | | friends but most often on New Years Eve. I am sure |
| often see that GOALS have been set but in the | | | | we have all said things such as; I am going to join a |
| words of the client they have failed to achieve them. | | | | gym, I am going to stop drinking so much, I am going |
| In this article I share 5 reasons why GOALS are not | | | | to eat better, I am going to stop smoking only to |
| achieved. | | | | find that after a few days, maybe sometimes a few |
| First of all here are couple of stories for you to think | | | | weeks we revert back to the same old habits. |
| about. | | | | The reason for this is false will, there really is no |
| I recently came across company who were really | | | | intention to make the change. |
| giving their sales force a hard time. The sales team | | | | The 3rd reason why GOALS are not achieved is that |
| was well behind on the targets that had been set for | | | | the reason for making the change is not strong |
| the year. The sales team was stressed out, lacked | | | | enough |
| motivation and was becoming desperate when talking | | | | Very often we give up on our goals when we meet |
| to customers. The company had set a target | | | | the first hurdle that gets in the way. |
| increase of 125% above the business achieved in the | | | | The hurdle may be that we feel a little tired after |
| previous successful year. Trading conditions had | | | | work and going to the gym might just be too much |
| changed dramatically following the financial crisis, the | | | | to handle, |
| profit forecast for the business had been changed to | | | | The hurdle may be that we have applied for a new |
| reflect this but no change had been made to the | | | | job or promotion but the application form is just to |
| sales team targets. | | | | burdensome to complete. |
| Around two years ago I was working with a business | | | | The hurdle might be that we have decided to eat |
| whose product range had specific sales peaks in year | | | | healthier food, but what a chore it is to chop that |
| these were around Christmas, Valentines Day, Easter | | | | celery, make that soup, create that pasta sauce with |
| and Mothers Day. Despite these peaks the sales | | | | fresh ingredients, it was so much easier popping that |
| team were given the same sales target for every | | | | meal in the microwave or buying the takeaway. |
| month of the year. The sales team achieved target | | | | You see we all meet challenges, we all have winters |
| really easily in the peak months, (really the target | | | | and summers. The summers are easy everything |
| should have been higher in these months) and | | | | goes well; the winters are when we are challenged. If |
| struggled at other times of the year. Once again it | | | | our reason for making a change is not strong enough |
| looked like the sales team were under performing for | | | | this is the time we will give up on our goals. |
| most of the year resulting in a lack of motivation. | | | | The 4th reason why GOALS are not achieved is that |
| There was however a bigger consequence; because | | | | we do not make a decision. |
| the sales forecast was the same for each month this | | | | Time and time again we say to ourselves 'I have |
| affected the profit and cash flow forecast of the | | | | decided to'. |
| business, this in turn led to the banks losing | | | | It could be |
| confidence in the management team. Something had | | | | I have decided to change my job. |
| to change. | | | | I have decided to be a better parent. |
| The 1st reason why GOALS are not achieved is that | | | | I have decided to take up cycling. |
| they are not realistic. | | | | I have decided to stop swearing. |
| Personal or Business Goals need to be realistic, by | | | | A few days later we have done nothing about the |
| this I do not mean easy or simple the targets set in | | | | thing we decided to do. |
| the peak months in the example above were easy | | | | A decision is not a decision until we have taken some |
| to reach but did not serve the company well as the | | | | action say ring a recruitment company, tell our kids |
| overall sales forecast did not reflect the market place | | | | we are going to listen more, visit a bike shop, tell you |
| in which the company was operating. | | | | partner you are going to stop swearing or get or |
| The company that set a 125% increase on last year's | | | | make a swear box. |
| sales, did they really ask themselves if that was | | | | The 5th reason why GOALS are not achieved is that |
| realistic or was it just a dream? How would you have | | | | we set our goals in the future not in the present. |
| felt, as a member of the sales team when you | | | | I will lose 14lbs by the end of August. |
| became aware that the profit forecast had been | | | | I am going to cycle 10 miles 3 times a week. |
| reduced but your sales target had not? | | | | One day if the sun shines and there is a trailing wind I |
| Being REALISTIC applies to personal goals, for | | | | will run that half marathon. |
| example you may want to run a marathon but have | | | | Set you goal as though it has already happened, this |
| never run more that 100 yards for the last 5 years. | | | | opens the pathways to the brain |
| Running a marathon would be a great goal but it | | | | Tell yourself you are the weight you want to be. |
| would be unrealistic to think you could do it within 4 | | | | I cycle 10 miles 3 times a week. |
| weeks, 100 yards to 26 miles is one mighty change in | | | | I am a marathon runner. |
| just 4 weeks. | | | | Take a lesson from Mohammad Ali. |
| The 2nd reason why GOALS are not achieved is that | | | | Did he say one day I will be the greatest? |
| they are based on false will! | | | | He said before, when, and after 'I am the greatest'. |
| False will often happens after a few drinks with | | | | Enjoy yourself and have an OUTSTANDING day. |