With December behind us, many sales professional are in planning and goal setting mode for 2008. This is the time that many of us are looking at territory, account, financial, and personal sales goals. Just like our personal New Year Resolutions, many sales resolutions fail to reach their promise.

Eager sales executives begin each year seeking to sell more by focusing on the basics: better responsiveness, enhanced listening skills, more effective time-management and sharper business skills. Within 30 days, however, most have settled back into their pre-resolution routine. How do we break this cycle and create habits for a success for in the business world we live in?

Goal setting is one of the most significant positive habits that successful people can master. A recent study pointed out that college students that successful set and met goals, earned 38% more than those who didn’t. So if goal setting is a critical factor for success, why do so many people not do it all or do it correctly.

The key to kicking off the year with a successful goal setting process is to focus on SMART goals. Ask if it’s SMART: specific, measurable, activity-based, realistic and time-bound? If they meet these criteria your success will escalate.

1.    Specific: Is your goal or resolution specific enough? Often people confuse goals with wishes or dreams. Whether it is a personal example of “I am going to get healthier in 2008” or a business example of “I am going to prospect more in 2008.” A goal is not specific unless it contains not only information about the end result but also information of what exactly is going to get you there.

2.    Measurable: A goal isn’t a goal if you can’t measure your progress toward achieving it. Do you know where you are today and where you are going to have to go to accomplish your goal? Can your progress be measured, and if necessary recalibrated. Finally, is your goal written down? Written goals get much more focus than fleeting thoughts and verbal commitments!

3.    Activity-based: To accomplish your goals, you need to do something. That is the key difference between a goal and a wish! What is in your control that you can do? Have you identified the activities that need to be completed? Do you understand the potential barriers and do you have a plan to overcome those barriers? If more prospects are your goal, think about the daily, weekly and monthly activities that you need to schedule and complete to find them, mind them, and cultivate new business.

4.    Realistic: A key pitfall of many goal setting initiatives is setting goals that are unrealistic or too daunting to accomplish. Ask yourself can I do this? Is it possible? Beyond setting realistic goals, think about who can provide you support and accountability in achieving those goals. Share your goals with people in your support system, both personal and/or professional, that will contribute to your success not contaminate it.

5.    Time bound: When will your goal be achieved? It is important to set deadlines and hold yourself accountable to the timeframe for goals to be met.

Below is a list of the top New Year sales resolutions and goals that we hear from our clients and sales professionals around the world. If these are your goals in 2008, take each objective and apply the SMART goal setting principles to increase your likelihood for success by 100%:

1. Find more prospects – The surest way to fill your sales pipeline with qualified prospects is to focus on their business issues and solving the business problems that are worth solving.

2. Improve Time Management – If you are spending too much time with prospects that result in a No Sale, ask yourself whether you’ve done your homework. Devote your time to qualified prospects not visiting those individuals who will never buy.

3. Call Higher – Minimize the time spent with prospects who are not in a position to make the final purchasing decision, and maximize your time with the real decision-maker by being prepared.

4. Better Sales Call Planning – You can demonstrate your business acumen by intelligently articulating how your product or solution can uniquely impact your prospect’s unique business issues.

5. Improve Negotiation Skills – By understanding what the prospect needs and articulating in their language why your solution will deliver the highest value, you are in a better position to negotiate based on their perceived value rather than your price. 

6. Anticipate the Competition – The most effective way to beat your competition is two-fold: Understand your competition and how they match up to you. Understand your own differences and become a problem expert for your clients by unearthing issues only your product or solution can solve

8. Increase Renewal Sales – Existing customers represent the most lucrative business because you’ve already done the heavy lifting to establish rapport and trust. It’s imperative you approach existing customers with the same rigor you would a new sale.

9. Sharpen Relationship Skills – The best sales people are also the most curious, and the most effective way to embed yourself with a prospect is by clearly understanding their business issues and problems.

10. Don’t Give Up, Get Creative –If you get a no, move on. Don’t get discouraged, but remind yourself to add value to every relationship. They may not be ready to purchase today, but if you show value and understanding, when they are ready to purchase, you’ll be at the top of their list.