Russ Ackerman is Director of Residential and Small Business Sales for Atlantic Security.
2016 is here and we need to deal with it. This year is going to be full of opportunities and setting goals will be a key part of achieving success. Goal setting has been part of my life for over 20 years. I am proud to say that last year I met or exceeded just about every goal I set. I was able to develop new training techniques and processes. I began to set up our new company, Proven Sales Strategies LLC, and my attendance goal for the first workshop was exceeded by over 50%.
As we begin 2016, we need to reflect on 2015 and do an honest evaluation of ourselves and our companies. Ask yourself the tough questions. Did you make the various quotas you set earlier in the year? Have sales increased? Have you increased value to your company? Are you a better leader than you were in 2014?
I think all of us that sell or install Honeywell products need to consider how we can improve our companies next year by embracing more of the new technology that is available. This year I’m working with a new sales team and one of my goals is to increase our add-on sales by 25% by doing better site surveys of homes and offering more protection. This year we are going to increase our RMR by 10% by offering a Honeywell Total Connect camera on every new system for just a few dollars more per month.
Here are a few guidelines I use for setting long range and short range goals:
- Goals must be in writing
- Goals should be shared with a confidant (holds us accountable)
- Your goals should make you stretch
- The price should be understood in terms of added time to accomplish new ideas
- Failures along the way should just be considered “speed bumps” on the highway of success
- Goals must be tracked (keep records)
- Long term goals should be measured in short term increments
- You must learn to master your fears
- You must start now
Here are a few more pointers for setting and achieving your goals:
- Smart managers know that they cannot set goals for their teams. If you set a goal for your team, it is your goal and not their goal. Each team member should set his/her personal goals and then collectively set the goal for the team.
- When you set a goal, do not to compare yourself to others. Always consider your own potential. Ask yourself what you are capable of doing.
- Track your progress carefully. If you see that you are running behind, do not adjust your goal; adjust your activity. If you move the finish line just so you can say you hit your goal, you will likely hurt morale and show weakness.
If you’re going to ever improve in any area, there are two things that are required: change and commitment. I hope this will encourage you to get excited about 2016. Think big!