Salespeople Set Eight Objectives for Success
Adapted from the “Daily Drucker” by Michael Griffin
4 minute read
I read the “Daily Drucker” every day and apply Peter Drucker’s wisdom to my job as a salesperson and sales manager. You see, I am an entrepreneur who is a businessperson that sells. My self-perception is not as an “employee” or “salesperson” but a self-directed manager of my career for a life of success in sales. I read the Daily Drucker to help me navigate my career with purpose and achievement in the marketplace. I have adapted this March 17th “Daily Drucker” to apply to you, a self-directed businessperson who sells value in the marketplace. Read it and grow……..
The traditional theorem of the maximization of sales revenue has to be discarded. To manage your business, as a person who sells, is to balance a variety of needs and goals. To emphasize only sales targets, misdirects you to the point where you may endanger your survival as a businessperson who sells.
To reach your sales targets of today, you may tend to undermine your future. You may push the most easily saleable product lines and slight those that are the market of tomorrow. You might even to short-change your prep and research of your products and competitive advantages, prospecting, and other postponable investments of your time and effort because you rely only on selling the easier products of today. Above all, you might shy away from any personal expenditure (time, money, sweat) in developing yourself that may increase your personal success for the markets of tomorrow. The result is a dangerous obsolescing of you, your skills, and your future. Don’t make yourself obsolete!
Personal objectives are needed in every area where your performance and sales results directly and vitally affect your prosperity in this changing world. There are eight
areas in which your personal performance and objectives have to be set to be successful as a self-directed businessperson who sells:
Your personal development & marketability
Your ability to innovate customer solutions
Your personal productivity of time, effort, and expenditure
Your physical, mental and emotional health
Your financial management
Your relationships with your manager and customers
Your attitude and endurance to succeed
Your responsibility to the communities you live and function in.
These eight key areas require different emphasis depending on the different markets you sell in, different times of your career, and, with different relationships. But each of these eight areas must be managed, whatever business you are in, whatever the economic conditions, whatever age you are, or where you are in your career.
Personal Action Plan: In addition to setting sales targets, set objectives for your career in the following areas: your development & marketability, your ability to innovate and be creative, personal productivity, physical/mental/emotional health, and personal financial management, developing healthy relationships, your attitude and endurance, and responsibility to improve the communities you live in.
Do it this weekend! Get focused on success! Outline your goals across these eight areas!
Adapted from “The Practice of Management” by Dr. Peter Drucker
Have a good weekend writing out your goals for each of these eight areas of success!
Michael J Griffin
Founder ELAvate
Maxwell Leadership Founding Member
Sales Productivity Coach