“If at the end of each day, you can honestly say that you did your very best and that you intentionally choose excellence over mediocrity—you will achieve success beyond your wildest dreams”.  –Author unknown.

What will you do differently in 2010?  This time it IS different.  The economy has tanked, real estate is making a slow recovery, the stock market has become unstable and politics are controversial. What has happened in the last three years is much more than any one event.  Technology has made a huge impact providing more information than ever before, yet the financial and economic blunders seem to come more frequently and with more intensity.

Business development, the art of planning and goal setting, has become more important than ever. Gone are the days when sales pros could close a deal with a minimum of fuss. Goal setting with follow up are the only way the sales professional will be able to compete in this ever changing sales environment.

Goal setting is the focus.  Goals give a point of direction, something to aspire to, and a sense of accomplishment. People are hesitant to set goals because of fear of failure, they are uncomfortable with the pressure of completing goals, and are not clear how to accomplish them.  All of the excuses are the best reasons set goals.  Setting goals enable you to change strategies move with the changing economies.

Goals that you set are your goals and not your boss’s or spouse’s, or goals that aren’t heart-felt.  You have to set “check points” along the way to assure that you are on course.  A review of your goals weekly will serve as a constant reminder of where you are going, how you will get there and what the ultimate success is at the end.

Goals need to be written down, stated in the present tense and stated positively.  Goals also need to be specific and measureable and time bound.  Goals are dreams with deadlines.  Make them a challenge but achievable and well planned goals can be achieved!!

Be motivated into action.  Clarify what you want to accomplish and how you will feel when you reach your goals.  Write down what it would feel like if you don’t reach your goals. If you don’t accomplish some of your goals, what did you learn from the experience? Journaling is an excellent way to walk through challenges and rejoice in the victories.  Keeping a written record allows you to review the process, learn along the way, correct bad habits and revel in the successes.

If you haven’t discovered the miraculous advantage of using referral partners, make it a primary goal for 2010.  Referral partners can become an extension of your own business. By learning how to exchange leads and business opportunities referral partners can open the door to more business than you can handle.  However, it takes a significant amount of give and take.  It means that at every networking event and face to face consultation you are considering how this person or business can be a good lead for someone else. Three key pieces of information form the basis for a favorable union between yourself and referral partner.  In each instance, you are grooming your partner to provide you with solid, vetted leads as well as giving you the opportunity for reciprocity.

1.     Can you give your referral partners’ 30-second commercials?  If you can’t describe your referrals business/services, how can provide them opportunities?

2.    Can you name the top three prospects your referral partners have targeted for 2010?  If you don’t know their targets, how can you look for opportunities and resources that will help them grow their business?

3.    Do you know your referral partners’ personal and professional goals?  If you don’t know their goals, how can you help your partner achieve them?

Conversely, your Referral Partner should be able to provide answers to each of the three questions for your benefit.

A symbiotic relationship between yourself and your Referral Partners will make the difference in 2010. Suddenly, you will realize that there are opportunities for lead generation with partners that are distantly related to your own business as well as strengthening those businesses in a close relationship to yours.  Make it your goal for 2010…..build your referral partners, focus on writing down your goals and plan to revisit them weekly.  By helping others to achieve their goals, your own will blossom into your best year ever.

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