The Main Reason You Should Set Goals

Written by Sean McPheat | Linkedin thumb

GOAL spelt on tableTwo boys were digging a hole in their back garden.

A friend dropped by to see them and asked what the two were doing.

“We’re digging all the way through to the other side of the earth” said the two boys.

The friend laughed, saying it was an impossible mission. Then one of the boys stopped digging, got an empty jar and filled it with spiders, insects and worms he had uncovered in the hole.

He showed the friend the contents of the jar and then said “Well, even if we don’t get through to the other side of the earth, look what we found on the journey!”

Of course, the goal the boys had set themselves was impossible, but it set them on the journey. And that’s what our goals are for – to drive us to move in a certain direction that we choose to go.

You won’t get to achieve every goal you go for. But it’s interesting that when you do set a goal, whether it’s a target you’re trying to reach or a job you’re trying to achieve or anything else, a part of your brain called the reticular activating system kicks in.

This acts as a sort of laser beam that aims for the goal you have specified. It brings to your conscious awareness things that you may not have noticed before. It helps to direct you toward the goal. It gives you impetus to drive your motivation towards the objective.

But, as you go along on the journey toward the goal, you will notice other things round you. You will learn different ideas that do and don’t work. You will experiment with systems and processes that can drive you forward or hold you back. You can discover sales procedures that can take you in the right direction, or help you learn never to try that again with that type of customer.

In other words, your journey towards the goal can be as fruitful as the end destination, because of the type of sales person you need to be to achieve objectives on the way. You will only fail if you don’t learn from the experience.

So, take one of your goals, set your clear sights on it, fully expect to achieve it and enjoy the things you pick up on the journey.

Before I sign off, here are some more tips on becoming a great sales person:

Happy Selling!


Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training | Image courtesy of Big Stock Photo

450 sales questions free report

Originally published: 14 February, 2011

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