Got sales goals for this year? Here’s how to achieve them.

Got sales goals for this year? Here’s how to achieve them.

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for this year? Are they written down? If not, next year you’ll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there.

A goal is a dream with a plan and a deadline.

The three main reasons people don’t achieve their goals are:

  • They fail to write them down and post them in plain view.
  • They fail to make a plan to achieve their goal.
  • They fail to commit, or don’t live up to the commitments they make.

These reasons seem pretty easy to overcome, yet studies show that more than 70% of our adult society does not even set goals in writing. WOW.

Here are 7.5 steps to goal setting and achievement:

  1. Identify it Write your goal(s) down clearly. Write exactly what you want to achieve…in the most specific terms possible.
  2. Date it Put a date (and time limit) to start the goal and finish it. Unless you commit to a start and target an end, your ability to achieve any goal is questionable.
  3. List the obstacles you will have to overcome to achieve your goal. Identification of obstacles will help prevent them from occurring.
  4. List the groups and people to contact who will work with you and help you achieve your goal. People will help you if you ask.
  5. What skills and knowledge do you need to have to achieve your goal? Do you have them or do you need to acquire them? Make a plan to acquire or hire the knowledge or skills you need.
  6. Make (and write down) an action plan for each goal. The more specific and detailed your plan is, the more likely you are to enact it.
  7. List the benefits of goal achievement What’s in it for me after I achieve this goal? What’s my incentive? Is my incentive strong enough to ensure achievement?

7.5 Take action every day It only takes ten or fifteen minutes a day to chip away at goal achievement. Make a personal commitment to act on your goals… and live up to that commitment every day.

A goal is a dream with a plan and a deadline.
Do you have yours written down?

Goal achievement is up to you…your self talk, self visualization and self determination are 90% of the achievement process.

  • Ask yourself Why do I want this? Am I willing to work hard for it?
  • Make yourself Select two big goals, and several smaller goals.
  • Visually discipline yourself Write down your goals and post them up where you can see them daily. Tell yourself daily that you are on the path to achievement and that it won’t be long now.
  • Hang yourself If your goal is something you want or want to be (car, computer, vacation, thin person, new clothes) hang a picture of your goal in the bathroom, in your bedroom, or by your office desk.
  • Project yourself If your targets are in front of you it makes it easy to hit them. Being able to hit the targets depends on your focus. The clearer your focus, the more likely you are to hit a bullseye.
  • Commit yourself If you don’t emotionally, physically, mentally, and spiritually commit yourself to achieve, it is likely you will not.
  • Satisfy yourself Achieving a goal is incredibly self satisfying. It gives you a feeling of accomplishment, purpose and the inspiration to set out and achieve the next goal.

The big secret of goal achievement is to figure out the daily dose. Determine how much you need to do each day to reach your goal in short steps. An amount you can measure, an amount you can achieve. (pennies per day, ounces per day, calls per day, dollars per sale) and do that daily dose each day.

At last, you can say the magic words. Scream them I DID IT! (Screaming positive things always feels wonderful.)

Lou Holtz has the secret to staying on top of your goals, your job performance and your personal life…WIN…What’s Important Now.

Jeffrey Gitomer adds a two word magic formula on how to achieve every goal you set…Don’t Quit!

Sales note…Don’t confuse goals with quotas. Quotas are arbitrary numbers set by business owners and managers to strike fear and intimidation into salespeople. A goal is a game plan to achieve and exceed a quota.


The Postit Note Goal Starter Kit. Start paving the way to your sales success! Just go to click Access GitBit/RedBit in the upper right corner, register, and enter the word, GOAL.