Goooaaal!

I have to admit, I am not a big soccer fan.  There is no doubt the rest of the world is...millions (possibly billions) are watching the World Cup.

 

I am a big fan of goals...the other kind.  The kind you set, pursue...and achieve.

 

The first day of summer was the other day.  I didn't really need a reminder of that either as the temperatures crossed into the "I'm melting" category. The kids are out of school, the pools are open, and it is time to prepare for summer vacations to even hotter places!

 

It is also the mid-point of the year...end of the 2nd quarter.  Time to check on your progress...

 

How you are doing on your goals?

 

There are some of you that are on track and everything is going according to the detailed plan you created at the beginning of the year...congratulations.  You still need to review your progress and make sure the next two quarters exceed expectations!

 

Yes, I can hear some of you... "Brandon, we just spent a week getting our mojo back and now you bring up goals and quotas...I didn't need a reminder that I am not where I want to be."

 

Whether you are on track or not, this is the perfect time to review your goals (or make them!) and begin doing the various mid-flight corrections that it takes to get a 747 from New York to Los Angeles.  Life vary rarely travels in a straight line so you have to make adjustments;

 

1. Re-calibrate your target - In reviewing your business goals, it may be time to adjust them.  For some, the revenue target will be higher, for others, lower.  Big companies always re-forecast their earnings based on market conditions, upcoming opportunities/challenges, and their performance at the mid-point of the year.  It is better to achieve the 6 month re-calibrated target based on realism than to miss the original number in futility.  

 

2. Re-Assess your tactics - If you have been measuring, monitoring and managing your metrics, you have a good idea if you have been effective with your day to day activities.  Marketing efforts and close rates will have a tremendous impact on revenue.  Getting a higher response rate, or close rate will help you increase your income.  If the results are lower than you anticipated, you have to make the tweaks and changes to give yourself a chance to rebound in the 2nd half of the year.

 

3. Infuse new blood - Can a new product offering add new opportunity and clients to your portfolio?  Would a new lead source generate a higher volume of prospective clients?  What new and innovative marketing approach can you use to separate yourself from the herd of other sales people in your industry?  The point I am trying to make is simple...try something new!

 

4. Turn up the volume - How hard did you work the first half of the year?  A tough question but one that may hold the key to why you are not achieving your goals.  Deep down, you know if you gave it your best effort of if you were cruising along waiting for a "breakthrough".  In the second half of the year, focus your energy on giving your best effort toward achieving your goals.  You would be surprised in what you can accomplish when you throw your "whole self" at your goal...hold back nothing!

 

5. Stay committed to your plan.  After you do steps 1-4, you have to resolve to stick with it.  Marketing engages the law of large numbers...you have to give it a chance to work.   A new sales presentation needs development and practice before it becomes effective...stick with it before you dismiss it. If you were thoughtful in the creation of your plan, doesn't it deserve your commitment?  Make your plan...and work your plan.

 

Mid-year adjustments are not a concession that you have given up.  In fact, they are more an indication that you are still ready and willing to fight!  Take the weapons you have available to you and build a set of tactics that will make the 2nd half of the year better than the first half. 

 

With a plan and commitment, I know you can reach your...

 

Goooaaals! 

 

Until tomorrow, I wish you Money, Power, Success!