Focus on the Process, Not the Goal [Academy]

Focus On the Process Not the Goal

Every year salespeople set goals for the upcoming sales season, but the majority never achieve them. Why? Because they focus on the wrong thing. They focus on the goal instead of what they need to do to achieve that goal. They forget about the process. They focus on the result, not the process. The process is the sacrifice, it’s all of the hard parts—the sweat, the preparation and practice. But most of all it means following every step that takes you to your goal.

How do you intend to achieve your sales goal this year? What processes are you putting in place and preparing to follow to reach your sales goal? And when you have those processes in place, will you make the sacrifices those processes require you to make? Every sales goal can be achieved if the processes to achieve them are in place and followed.  

The problem is, many salespeople struggle with creating and following systems. They often get tired, bored, or distracted and tie their happiness and satisfaction so closely to the outcome that they become impatient and focus only on the goal. The problem with being too goal-oriented is that they can’t always control the outcome. But they can control their progress when they take consistent, deliberate steps toward the goal. They feel better and more in control of what they’re doing...