Create Success Newsletter!
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Create Success Newsletter
Volume 3, Issue 6 - June 2006
Powerful Tips to Grow Your Business and Your Life
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In this issue ---
We now have subscribers to this newsletter in 53
countries.
Algeria - Argentina - Austria - Australia - Bahamas -
Barbados - Belgium - British Virgin Islands - Bulgaria -
Canada - Columbia - Denmark - Finland - France -
Germany - Ghana - Greece - Hong Kong - India -
Indonesia - Ireland - Israel - Italy - Jamaica - Korea -
Malaysia - Mexico - Micronesia - Morocco -
Netherlands - New Zealand - Nigeria - Norway -
Panama - Romania - Russia - Serbia & Montenegro -
Singapore - Slovenia - South Africa - Spain - Swaziland -
Sweden - Thailand - Trinidad & Tobago - Turkey -
United Arab Emirates - United Kingdom - United States -
Uzbekistan - Venezuela - Zambia - Zimbabwe
In this issue ---
1. Lead Article "How Not To Set Goals"
2. Recommended Resources
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Law of Compensation?
Do you know what the Law of Compensation is? If you're
in sales, do you know how it applies to you? Every
salesperson making a 6-figure income has mastered this
Law in one way or another.
There's only one place that I know of where this Law is
explained and where you can get specific instructions
on how to make it work for you. That's in Bob Proctor's
program for sales people, "Mission in Commission."
Find out
the one little change that Bob Proctor suggested to his
wife-to-be, Linda, that multiplied her paycheck by 5X in
one year.
If you're not quite making 6 figures yet, but want to, you're
in luck. The program is available at astonishing discounts
right now, but only until all the consignment units are
gone. You snooze, you lose.
Go to CreateSuccessSeminars.com/mission.html
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Lead Article
"How Not To Set Goals"
© Wes Hopper
"There are countless geniuses buried in the ruts of mediocrity
simply because they have never found a purpose in life that
would focus and give direction to their talents and abilities."
- - Sig Paulson
In the last issue, I wrote:
"There's more misunderstanding and bogus smoke and
mirrors about motivation than just about anything else..."
If you missed that issue, go read it here first.
Wouldn't you know it, that's exactly what I got a question
about last week. The writer asked:
"The salespeople in this office are required to spend at least
180 minutes a day on the phone, but many of them have
trouble making their goal and don't get past 160 minutes.
Would setting the goal up to 200 minutes get more of them
to make 180?"
Now, those of you on this list who are enlightened
salespeople are already shuddering at the old-style
"dialing for dollars" mentality that must infect that
office. Yes, I know, they're measuring the wrong thing.
But that's not what I want to talk about. I want to
talk about goals.
Those salespeople do not have a "goal" to spend a
certain amount of time on the phone, they have a
requirement. That's not a goal, because goals are
something we create for ourselves within ourselves.
No one can choose or set a goal for someone else!
Goals have to mean something to YOU.
Now maybe the Sales Manager has a goal that everyone
in the shop will spend 180 minutes on the phone. If
that's the case then I would fire the sales manager. No
one gets paid for time on the phone unless you're
running a 1-900 phone sex call center. I doubt that's the
case here. If I owned this place, I would want a sales
manager who bragged about revenue, not a big phone bill.
What we have here is a classic case of "push"
motivation like I discussed in the last issue. The
salespeople need to be pushed because they don't
have any goals, other than to keep their job. So the
"push" motivation creates just the bare minimum
results required to stay employed.
In order to change the atmosphere in this office and
radically multiply the cash flow, three things could be
done.
First, measure something meaningful, like sales!
Second, pay for performance with no upper limit.
Third, train the sales force in the process of identifying
their goals and values and show them how to connect
those goals and values to their job. This creates
"pull" motivation.
If nobody in the company is qualified to do this kind
of training, then hire someone, like me, to come in
and do it. The cost of training is virtually free relative
to the results.
After all, that sales force is likely to have some
"geniuses buried in the ruts of mediocrity" whose
performance will be awesome when they find "a purpose
in life that would focus and give direction to their talents
and abilities."
Yes, I know, they need to create a 21st century
integrated marketing system to replace the old
"dialing for dollars" system, too. But that's a whole
'nother newsletter. This would get them started.
Got any stories about dysfunctional sales management
and "push" motivation? Drop me a line using the
Contact form on the Create Success web site.
To your motivated success,
Wes
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Recommended Resources
Discover the right way to set and achieve goals with
Bob Proctor's powerful course, "The Goal Achiever."
On sale now, but not for long, at:
CreateSuccessSeminars.com/goalach.html
We only have a few of the consignment units left, and when they're
gone the price goes back to retail. What goal do you want to achieve?
**Disclaimer - Results not typical.
Your results are the product of your own efforts and
we do not promise any particular outcome for you if
you follow our advice or take one of our seminars.
I hope you already knew this.
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© 2006 Wes Hopper. All rights reserved.
Feel free to pass the above in its entirety to
anyone you wish.
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