2013 Sales Gravy Guide to:

Setting Winning Goals

by Jeb Blount

www.SalesGravy.com

www.PeopleBuyYou.com

Sales Gravy Press P.O. Box 1389 Thomson, Georgia 30824 Copyright 2013 People Buy You Performance Systems, Inc. All rights reserved. No part of this training may be copied, printed, or transmitted in any form or by any means without prior permission.

Content s About the Author: ................................................................................................................................. 4

Learn More ....................................................................................................................................... 4

Hire Jeb to Speak to Your Group ....................................................................................................... 4

Connect With Jeb on Social Media .................................................................................................... 4

Introduction .......................................................................................................................................... 5

What Do You Want? ............................................................................................................................. 6

Define It and Write It Down .................................................................................................................. 7

Setting Specific Goals ............................................................................................................................ 8

Its Like Magic ..................................................................................................................................... 10

Set Clear Deadlines to Drive Urgency ................................................................................................. 12

Steps to Success .................................................................................................................................. 12

The Law of Congruency ....................................................................................................................... 13

Start Now!........................................................................................................................................... 14

Start with a Written Goal .................................................................................................................... 15

Step 1: Write Down Five Goals You Want to Achieve this Year (Five Minutes) ............................... 15

Specific and Tangible .......................................................................................................................... 16

Step 2: Turn Your Five Goals Into Specific, Tangible Goals (Ten Minutes) ...................................... 16

The Law of Congruency ....................................................................................................................... 17

Step 3: Are Your Goals Congruent? ................................................................................................. 17

Measurable Steps to Success .............................................................................................................. 18

Step 4: Build Steps to Success (5 Minutes) ...................................................................................... 18

Putting it All Together ..................................................................................................................... 19

Step 5: Power Principles Goal Sheet (20 Minutes) ....................................................................... 19

Bonus: Sales Activity Calculator .......................................................................................................... 20

About the Jeb Blount:

Jeb Blount is one of the worlds most respected thought leaders on sales,

leadership, and interpersonal relationships in the workplace. He is an in-

demand keynote speaker, trainer and expert consultant who helps

companies, from Fortune 500s to start-ups, accelerate growth. A prolific

bestselling author, he has written six books including People Love You,

People Follow You, People Buy You, Business Expert Guide to Small Business

Success, 7 Rules for Outselling the Recession, and Power Principles. More

than 200,000 people subscribe to his weekly newsletter and his podcasts

have been downloaded more than 6 million times.

Learn More http://www.JebBlount.com

Hire Jeb to Speak to Your Group or Schedule a Personal Coaching Session Email: carrie@salesgravy.com Phone: 706-664-0810 x109

Connect With Jeb on Social Media

Twitter: http://www.twitter.com/salesgravy

Facebook: http://www.facebook.com/salesgravy

LinkedIn: http://www.linkedin.com/in/jebblount

Google+: https://plus.google.com/114693102842926877173

Klout: http://klout.com/SalesGravy

You Tube: http://www.youtube.com/salesgravy

Sales Gravy: http://www.salesgravy.com/community/profile/moregravy

Introduction

There are many attributes that define top performers: persistence, winning attitude, drive, talent,

ability to overcome adversity, faith, and inspiration, among others. The reality is people succeed and

win for various reasons. Yet there is one common ingredient that links virtually all successful people

to their success: Well-planned goals.

You have goals and dreams too. You are eager to achieve them. You want to get the most out of

your life and career. You burn to reach your potential. While others talk about someday, youve

decided that someday is now. You want more. You are ready to take action. All you need is a plan.

Ive published this goal planning guide annually since 2008. It has been downloaded more than

100,000 times and counting our most popular download. Why do I do this? Because I know that

while most people have dreams and targets and hopes,

most never realize them because they fail to build a real

plan.

I realize that as an individual your goals and dreams are

unique and personal. What I want for you is the success

you hunger for. I created this guide because so few

people actually take time to write down a plan on paper.

Not because they dont want to, rather because they

dont know how and have no mechanism for charting

each step to success each milestone towards their goal.

Your time is now. The 2013 Goal Planning Guide is

designed to help you make tough, clear decisions about what is most important to you, what dreams

are priorities, what goals you will achieve, and what really motivates you to take action. Then it will

help you write down a plan. That plan will have a massive impact on your future. You will find that

once you have a written plan in place, nothing can stop you.

It is my sincere wish that you will use this guide to create your own path; a path on which you will

thrive and grow. I also hope you will take a moment to tell me about your success on any of my

social media channels or by writing me at jeb@salesgravy.com.

Jeb Blount, Author of the #1 Best Seller, People Buy You

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

What Do You Want?

When I coach individuals on goal setting, my conversations begin with a simple question, What do

you want? The sad reality is most people either dont know or have a difficult time defining what

they want in specific terms. Most people answer with common clichs like:

I just want to be happy.

I want to be successful.

I want to be a better parent, leader or spouse, etc.

I want to be respected.

Though there is nothing inherently wrong with these answers the vagueness and lack of direction

impedes the person from gaining the happiness, success, respect, or better that they desire. Until

you take time to define specifically what happy or successful actually means, you are going

nowhere or as Yogi Berra once said: If you dont know where you are going, you might end up

somewhere else.

The key is digging deeper and answering questions that help define, in your own specific terms, what

it is that you really want. Start with these questions (or variations of these questions) to get to the

heart of your desire:

What does happy mean to you?

How do you define success?

How will you know that you are successful or when you are happy?

What does respect mean to you?

How will you know if you are a better parent, leader, spouse, sales pro?

The first step in goal planning is defining what you want. If you are like most people, including me,

this will be your most challenging step. Moving from general, and sometime fuzzy, dreams and I

wants into specific, tangible, defined goals takes work and introspection. Yet, it is the most

important step you will take towards reaching your dreams. If you get stuck or find yourself

wavering, get some help from your significant other, your friends, manager, mentor or a coach. An

outside perspective may help you gain clarity and pin point what it is that you really want.

This past summer I felt I was drifting a bit from my path. I wasnt happy. I wanted more and I was

aching for a new direction. The problem was even though I was aware of this I was having a very

difficult time figuring it out own my own. Im sure you have been there. You know you want

something more and your current situation is untenable, but you just cant put your finger on it.

So I scheduled dinner with a trusted friend. Over dinner I explained that I was unhappy and looking

for answers. He asked questions and helped me get laser focused on exactly what it was that made

me happy. I didnt walk away from that conversation with all of the answers. What I did walk away

with was greater clarity. Over the next month or so I used that clarity to set new goals for myself.

Today I am achieving those goals and in doing so I am more fulfilled, happier and feel that I am

moving in the right direction in my life.

My late friend Hank Trisler, author of No Bull Selling, said he found it easiest to break goals down

into two categories: To HAVEs and To BEs. On the TO HAVE list are material things or cool toys

like cars, swimming pools, houses, motorcycles or a rocking vacation. On the TO BE list are the things

in your life you want to change or gain like getting an MBA, becoming a pilot, winning presidents

club, getting a promotion, coaching little league, or kicking butt and being the #1 salesperson on

your team. Personally, I also keep a list of TO DOs sort of a bucket list of goals like climbing

mountains and visiting the Great Wall of China.

Define It and Write It Down

The first, and most important, step towards getting what you want is to define it and write it down.

Specific, defined goals have an amazing way of motivating you to action. Specific, written goals also

get the universe working in your favor attracting people and resources to your cause. Writing

down goals makes you unstoppable.

To Have To Be To Do

When you write down your goals, ink on paper, you tap

into a powerful motivational force. This same force is not

present when you only dream about your goals. It only

comes into play when you write them down. For

example, an exercise I use with audiences is to have

them quickly write down five goals they want to achieve

in the next year. Then I tell them to fold up the piece of

paper and put it in their wallet. I literally have thousands

of letters from people who are blown away that they

achieved those goals. Many say that it was like magic.

A written goal forces action. Something inside of you begins to drive you forward. The goal youve

written down constantly tugs at you, pulling you towards your destination. It is there, written in

stone, and it cannot be ignored until it has been accomplished.

People with clear,

written goals,

accomplish far more in

a shorter period of time

than people without

them could ever

imagine.

- Brian Tracy

Yet, writing down goals is risky business. Whats the risk? You risk failure. Frankly this is why so few

people actually commit goals to paper. They are afraid that they might fall on their face. Likewise,

committing to a written goal, means being accountable to yourself your toughest critic. Stepping

out of your comfort zone and taking that risk is scary and uncomfortable. Yet, if you are truly

committed to achieving your goals and reaching your targets you must take that step.

There are a few basic rules to follow when writing down goals and planning next steps. You want to

ensure that your goals are as specific as possible. You also want to ensure that your goals have

deadlines open-ended goals are worthless. Meaningful goals create tangibility; in other words

making your dreams into something you can actually touch and feel. Your goals should also be

attainable but not so attainable that you dont stretch. It is important to shoot for the stars and

ignore the limits, but if too many of your goals are long shots youll end up becoming frustrated.

Getting regular wins helps you stay motivated and on track.

Most importantly, big goals are always achieved through a series of small, measurable steps, and

these Steps to Success (your plan) must be defined in the same specific manner. Later Ill introduce

you the Power Principles Goal Sheet which is designed to help you with this process.

Setting Specific Goals

It takes courage to be unambiguous with your goals. The more exact, clear, and precise your goals

become the more emotionally attached you will become to the outcome. This is where fear of

failure comes from and why most people keep their goals vague and general.

For example, it is relatively easy to say that you want to be

successful. It sounds good to say, yet in reality it is meaningless.

However, to define what true success means to you in your

heart requires work, accountability, and a visceral emotional

commitment to the outcome. This is why setting specific goals is

so powerful and also why courage is required.

Setting specific unambiguous goals can also mean letting go of old

dreams that youve been holding on to and that may be holding

you back. You are forced to prioritize and choose what is most

important. Letting go of these old attachments frees you

emotionally to pursue the dreams that will truly make you happy

and have the most impact on your life.

When I coach people through the process of setting goals the typical conversation goes something

like this. I want you to notice how I help Jill drill down to her specific goal.

Jeb: So tell me what you want.

Jill: Huh?

Learn from the past, set

vivid, detailed goals for the

future, and live in the only

moment of time over which

you have any control: now.

- Denis Waitley

Jeb: What do you want out of your life?

Jill: Oh. I dont know. I guess to be happy.

Jeb: Thats awesome. What does that mean, you know, to be happy?

Jill: Well, I guess I just want to be content.

Jeb: Okay. So help me out here. Tell me what it means to be content.

Jill: (Blank stare silence)

Jeb: (Stares back silence)

Jill: What do you mean?

Jeb: Give me an example of what content means to you.

Jill: Well for one thing it means I dont have to worry about money.

Jeb: How do you mean?

Jill: One of the things I worry about now is buying a home. I rent an apartment and I want to own my

own home. To do that I need to have a down payment and Im trying really hard to save.

Jeb: So are you saying that to feel happy and content you need to own your own home?

Jill: Yes, when you put it that way I guess you are right. I think about this all of the time and I worry

about how Im going to get the down payment I need to buy the house I want.

Jeb: OK, is there anything else?

Jill: Yes, there are other things but owning my own home is the main thing. I really want that bad.

Jeb: Excellent. May I ask a question?

Jill: Sure.

Jeb: What kind of house do you want to own?

Jill: Oh I dont know just a house of my own.

Jeb: Jill, Im sure youve closed your eyes and dreamed. What does this house look like when you

dream?

Jill: (she smiles) Well, it is a stucco house with a natural stone faade. They are building them in a

new neighborhood called Riverchase.

Jeb: That sounds awesome. Tell me more.

Jill: Well I want it to have three bedrooms and a den I can use as an office and I want a granite

kitchen with stainless steel appliances.

Jeb: It sounds like youve given this some thought.

Jill: (Big smile) I guess I have. I really want this place.

Jeb: (pulls out a Power Principles Goal Sheet) Lets get to work on getting you that house!

The key is taking the time and having the patience to move from general wants to specific, tangible

goals. With some practice you can learn how to frame questions like these for yourself. (If you need

help, let us know and well schedule a goal coaching session with you.)

What do I mean by tangible? The Goal, I will take my family on a vacation is ambiguous. A more

specific goal would be: I will take my family on vacation to Disney World, the second week in July.

We will stay in the Animal Kingdom Lodge and we will (fill in the blank), and we will (fill in the

blank). Getting this specific helps you visualize your family at Disney with smiles on their faces.

That process of visualization, actually seeing the goal in your mind and experiencing the emotion of

achievement, makes your goal tangible and real.

Specific goals are powerful motivators because as you set them you naturally begin to visualize the

outcome. That emotional imagery makes your goals more meaningful and real to you. When you can

touch, feel and see your goals in advance you unleash powerful forces that drive and motivate you

to do what it takes to reach them.

Its Like Magic

In 2007 I set a goal that most of my friends and family told me was impossible. It was certainly

ambitious. The goal was simple: Write and publish five books in five years. I honestly had no idea

how I was going to achieve the goal or if I could do it. Writing one book was hard enough five was

insane. This however is where goal setting with deadlines become magical. Just setting the

ambitious goal set things in motion.

My first book Power Principles was slef-published. I worked my tail off to sell copies and fortunately

the book started moving. The work I did to sell the book starting SalesGravy.com, Podcasting,

social media, building my email list and speaking any time and any place where I could get people to

sit still long enough to listen, caught the attention of larger, mainstream publishers.

One day my phone rang and it was an editor from MacMillan (one of the largest publishers in the

world). They wanted to do a book project with me and we ended up publishing Sales Guys Seven

Rules for Outselling the Recession. The success of that project caught the attention of an editor at

John Wiley and Sons (the most prestigious business book publisher). She called and asked if we could

do a book project together. That book turned out to be a number one bestseller: People Buy You.

From there another book project fell in my lap: Business Expert Guide to Small Business Success that I

co-authored with my good friend Lee Salz. Then, after the success of People Buy You I published a

second book, People Follow You, with John Wiley and Sons. That made five in five years. In 2013

Wiley will publish my newest book People Love You and we already have two additional book

projects in the work for 2015 and 2016.

Five books in five years was a fulfilling achievement. I had to pinch myself because it was so hard to

believe that it had actually happened. It illustrated for me, once again, the power of goal setting.

Ive witnessed the same phenomenon in lives of others time and again. The simple act of setting a

goal with deadline sets things in motion and moves you one step closer to your ultimate dream.

It is a brutal reality. Thousands of hungry authors send submission

after submission to publishers and get rejection letter after rejection

letter. Many wait years to get published and some never do. Except

for a lucky few most either give up or self-publish. Yet I moved to the

front of the line. I never sent a submission and did not have an agent.

This is what I mean when I say that specific, written goals attract

people and resources to your cause. They shift the universe in your

favor and often open doors that were once unimaginable.

You should set goals

beyond your reach so

you always have

something to live for.

- Ted Turner

Set Clear Deadlines to Drive Urgency

Napoleon Hill said that a goal is a dream with a deadline. Once you have defined exactly what you

want, the next question that must be answered is When? The act of defining when places

urgency on your actions. Urgency is critical to achieving both long-term and short-term goals. With

long-term goals, urgency forces you to focus on the little steps that lead to the larger goal. With

short-term goals, urgency forces action, harnessing your desire, to remove complacency and

procrastination. No deadline means no urgency and your dreams and desires will always remain just

out of reach.

Steps to Success

Once youve defined your specific goals, committed to a deadline and written them down, the next

step is developing an action plan. An excellent way to capture these Steps to Success in written form

is to use the Power Principles Goal Sheet process. I will walk you through the process in the

workbook that follows.

The most common and limiting mistake people make in setting goals is a failure to build a plan. The

Power Principles Goal Sheet is designed to help you develop the right plan for you. It has three

core parts:

1. My Goal: your specific and attainable goal

2. My Deadline: drives urgency

3. My Steps to Success: measurable plan of action

If you are in sales, for example, and your goal is to double

your income or save for something important, the Steps to

Success are straight forward because they are defined in

terms of measurable sales activities that will result in larger

commissions and bonuses. Typically these activities include

things like the number of calls (by phone and in person),

referrals, networking events, first time visits, return visits,

proposals and product demonstrations. There may also be

levers like the size of the deals you sell, product mix, re-

orders, gross margins, commission kickers etc. that can

move your income.

However, no matter what you want to achieve - go back to school, save for the future, start a

business, advance your career, lose weight, get out of debt, buy a house, or even write a book -

there will be measurable Steps to Success that lead to your goal. The trick is developing the right

plan and path for you. A plan that you can commit to and that is flexible enough to allow you to

adjust as situations change and time passes, without losing sight of your ultimate dream.

Do the difficult things while they

are easy and do the great things

while they are small. A journey

of a thousand miles must begin

with a single step.

- Lao Tzu

The Law of Congruency

A few years ago I was in Orlando speaking at a trade association meeting. A sales manager friend of

mine from the area called to ask if I would spend some time with one of her reps while I was in

town. Summer has so much potential, Lisa explained. She just isnt living up to that potential. I

thought maybe you could help her move in the right direction.

As a favor to Lisa I agreed to meet with Summer. We spent some time talking and during our

conversation I asked her about her goals. She told me that she wanted to get promoted to a sales

manager and then become a director of sales. While she was telling me about her goals I noticed

that she didnt seem very enthusiastic.

Summer, I am getting the sense that becoming a sales manager is not really what you want. She

protested but her body language said it all. I pushed her a little harder and she came clean about her

real goals.

She and her husband wanted to buy a new condo and start a family. She wanted to maintain her

career and work towards saving for the future. Her ultimate goal was to become financially

independent. She saw herself as a mom with a sales career but didnt want the stress of leading

people. Her family was much more important to her.

Summer I dont understand why you told me that you wanted to be a sales manager if that is not

what you really want.

Lisa told me that she thought I had the potential to be promoted and that I should strive for that.

So, I replied You told me what your sales manager wants for you, not what you want for you?

She nodded and I understood. Many times we let others define our goals for us or we end up setting

a goal just to make other people happy or because thats what we think they want to here. The

problem is when you set a goal you cannot commit to, a goal that has no real meaning for you, you

will not be willing to pay the price to attain that goal. This was Summers problem. She was drifting

and unfulfilled because she was working off of someone elses agenda.

I coached Summer through the goal sheeting process. She set new goals that were meaningful to

her. A few months later I checked in with Lisa to see how Summer was doing. Jeb, I dont know

what you said to Summer but it was like a light went off. Shes number one on my team and so

enthusiastic. I cant than you enough. Summer was motivated because she was working towards

an outcome that was congruent with her values and dreams.

Sometimes people set goals that are meaningful to them but they are still unwilling to pay the price.

Corys goal, for example, was to save enough money to send his three children to college. He

explained that his parents had no money to pay for school and he didnt want his children to have to

work as hard as he did to get an education.

To meet his savings goal he would need to start putting away an additional $600 per month. Cory

said he was determined to make it happen. To hit his savings target, he would have to increase his

sales activity and make some personal sacrifices (like cutting out his daily trip to Starbucks).

Several months later Cory wasnt making much progress towards his goal. He had not increased his

target or made any personal sacrifices. In defense of his slow progress he explained that he was

getting things lined up and planned to start soon. It was clear though that Cory would never reach

his college savings targets for his children. Corys problem was his goal and what he was willing to do

to achieve his goal were not congruent.

The Law of Congruency simply states that what you want

and the price you are willing to pay (the actions you are

willing to take) to get what you want must match.

Often, people are more than willing to set a goal but

unwilling to do the work required. The price for their

goal is just too high, and sometimes with good reason.

For instance, lets say that you dream of getting a big

promotion but, you also put a high value on being with

your family. If a promotion meant that you would need

to travel more and spend many nights away from your

family, perhaps the price is too high and you should

choose a goal more congruent with your values.

Wasting time on goals you are unwilling to pay the price to achieve impedes your progress, leaving

you both frustrated and feeling like a failure. Your awareness that goals and actions must be

congruent will lead you to become more realistic about the price it will cost you to attain your goals.

A dose of reality will help you build better Steps to Success and shore up the self-discipline you will

need to be successful.

Start Now!

You have a choice to make. Take action now or procrastinate. You can put this goal planning guide

aside for another day or get started changing your life for the better. I hope you will keep moving

forward, take the next important step and build a real plan for achieving your dreams.

What follows is a simple goal planning workbook to walk you, step-by-step, through the goal setting

process. The workbook is designed to help you move from general wants and dreams, to specific,

tangible, congruent goals. Once you have your goals defined I encourage you to write them down on

the goal sheet and develop your steps to success.

For anything worth having one

must pay the price; and the price

is always work, patience, love,

and self-sacrifice.

- John Burroughs

Start with a Written Goal

Data from multiple studies has consistently proven that written goals are more likely to be achieved.

Data also indicates that, over time, people who write down goals generate more wealth, have more

success in their careers and are happier than those who dont.

Yet, the vast majority of people dont do it. In fact, 90% of the population never writes down goals.

There are lots of reasons, including procrastination and, as I mentioned in the previous section, the

fear of failure and personal accountability. The hardest part of writing down goals, like any other

activity that requires work or initiates fear, is the first step. From there it gets much easier.

The first, and most important, step towards getting what you want is to define what you want and

write it down. So I want you to practice with something easy. Just write down five goals you wish to

achieve in the next year right now. I dont want you to over think or over engineer this process.

Instead just grab a pen and start. I dont want you to spend more than five minutes on this exercise.

Time yourself. Ready - Set - Go!

Step 1: Write Down Five Goals You Want to Achieve this Year (Five Minutes)

1. _______________________________________________________________________

2. _______________________________________________________________________

3. ________________________________________________________________________

4. ________________________________________________________________________

5. ________________________________________________________________________

Specific and Tangible

Nice work! Writing down those first five goals was the hardest step. Now I want you to clarify and

make those goals more specific.

Effective goals are expressed in exact, clear, precise, and unambiguous terms. The more specific the

goal the more powerful it is as a motivator. That motivation drives you to take action. Developing

specific goals requires you to ask questions of yourself to move from vague and general to specific

and tangible. Take ten minutes to make each goal as specific as possible.

Step 2: Turn Your Five Goals Into Specific, Tangible Goals (Ten Minutes)

Goal #1 __________________________________________________________________

Goal #2 __________________________________________________________________

Goal #3__________________________________________________________________

Goal #4__________________________________________________________________

Goal #5___________________________________________________________________

The Law of Congruency

The Law of Congruency simply states that what you want and the price you are willing to pay to get

what you want must match. It is useless and a waste of time to set goals that you are unwilling to

work and sacrifice to achieve. In this exercise I want to take the five specific goals you just clarified

and define the price (work, sacrifice, training, cost) you will have to pay in reach that goal. Then

answer the question: Am I willing to pay this price? If your goal is not congruent scratch it and

move on.

Step 3: Are Your Goals Congruent?

Goal #1 __________________________________________________________________

The Price: ______________________________________________________________ Are You Willing to Pay the Price?

Goal #2 __________________________________________________________________

The Price: _______________________________________________________________ Are You Willing to Pay the Price?

Goal #3__________________________________________________________________

The Price: ______________________________________________________________ Are You Willing to Pay the Price?

Goal #4__________________________________________________________________

The Price: ______________________________________________________________ Are You Willing to Pay the Price?

Goal #5__________________________________________________________________

The Price: ______________________________________________________________ Are You Willing to Pay the Price?

Measurable Steps to Success

Big goals are always achieved through a series of small, measurable steps. The most common

mistake you will make when setting goals is the failure to plan these steps to success.

Planning your steps to success helps to answer the questions:

How will I achieve my bigger goals?

What actions or steps do I need to take?

When do I need to take these steps?

How will I measure my progress?

Each action step must be specific, attainable, time bound and measurable.

In this exercise I want you to take just one of your congruent goals from the last exercise and map

the steps you will have to take in order to reach the goal. Dont over engineer it. Just focus on the

steps to success. As you work though this exercise consider the deadline for each step and how you

will measure your progress. (In a moment we will address all of your goals and build a goal sheet.)

Step 4: Build Steps to Success (5 Minutes)

My Goal: _______________________________________________________________

The small steps I will take to achieve my big goal:

1. ________________________________________________________________________

2. ________________________________________________________________________

3. ________________________________________________________________________

4. ________________________________________________________________________

5. ________________________________________________________________________

Putting it All Together

Now that you have a handle on the process, it is time to build your plan. The Goal Sheet below is

designed to help you capture your goals on paper and build your steps to success. If you need more

room just build a goal sheet of your own. In this exercise I want you to take your top three, specific,

congruent twelve-month goals, and commit them to paper.

Step 5: Power Principles Goal Sheet (20 Minutes)

My Goal: __________________________ My Deadline: _________________

My Steps to Success:

Step Deadline Measurable Result

My Goal:__________________________ My Deadline: _________________

My Steps to Success:

Step Deadline Measurable Result

My Goal:__________________________ My Deadline: _________________

My Steps to Success:

Step Deadline Measurable Result

Bonus: Sales Activity Calculator

1. Your average commission per sale

2. The amount of money you want to earn over the next twelve months

3. The average number of presentations you must make to get a sale

4. Divide your earnings per sale (1) by average presentations per sales (3) to get your earnings or value of each presentation

5. The number of calls/contacts you must make to get a presentation.

6. Divide your earnings per presentation (4) by contacts per presentation (5) to get your earnings or value of each contact.

7. Divide your earnings goal for the next twelve months (2) by the number of weeks your will work (52 less vacation, holidays, sick days, meetings) to get your weekly required earnings

8. Divide the result of (7) by 5 to get your required earnings goal per day

9. Divide your required earnings goal per day (8) by earnings per contact/ call (6) to get the number of calls you must make per day to achieve your annual income goal.