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To have your best year ever, you have to do your best
By Jeffrey Gitomer
Contributing Writer
I’m challenging you to have your best year ever, beat your goals and achieve your own expectation of excellence.
So far, I’ve given you the first eight elements of how to have your best year ever:
1. Define yourself.
2. Develop a sales mission statement.
3. Have a deep belief in the three critical areas of selling.
4. Develop greater pride in your accomplishments.
5. You are what you eat.
6. Get rid of one time-waster.
7. Read a book every two months.
8. Get your (sales) pipeline full.
Here are the next four elements to master.
Get your monthly sales quota met by the second week of the month. If your pipeline is full, then the arbitrary quota, or sales goal, or sales plan that your company has set for you will be blown away.
Reason: Sales goals and sales plans and sales quotas are set so that mediocre salespeople can achieve them.
You will know you are on your way to your best year ever if you can begin to meet your sales quota by the second week instead of begging for it on the last day.
Start branding yourself. My name is my brand. My company’s name is Buy Gitomer, and everything that I do has my name attached to it.
In anything that I do on my Web site, you will see my name or my picture. In my e-mail magazine, you will see my brand all over the place.
But you will also notice in my e-mail magazine that I am helping other salespeople, like you, make more sales. I do this so that when I ask you to invest in a tele-seminar, you are happy to do so because you believe in your heart that I can help you.
Here is the good news: I believe in my heart that I can help you, too.
If somebody mentions your name, what words follow?
What are people saying about your brand or your reputation in your marketplace?
Some people have nicknames that define who they are and define their brand. Athletes are the easiest ones to identify: Gordy Howe is Mr. Hockey; Reggie Jackson is Mr. October; Ernie Banks is Mr. Cub, Wayne Gretzkey is The Great One.
How do they brand you? What do they call you? The Bragging One? The Whiney One? The Underachieving One?
Let me give you two words that you want others to speak about you behind your back: first class. If you’re known as first class, everything else will fall into place.
Get up earlier. I hate sleeping. I think it is a waste of time. At some point in the next 30 or 40 years, I will be asleep permanently. Until then, I consider every waking moment an opportunity to accomplish something or have a blast.
And when I define myself as having a blast, I mean being stimulated by anything other than drugs or alcohol. I am no prude, but I can always remember what happened. That is part of the fun.
I spend every waking moment in one of my definitions of myself.
Write down your thoughts. Begin capturing your thoughts and ideas in writing.
I have been writing for 15 years. Every penny that I have earned since March 22, 1992, I can trace back to something that I wrote.
Capturing your thoughts in writing not only helps clarify them to yourself, but it also helps clarify them to others.
Writing does not just lead to success; writing leads to wealth.
If you’re looking to have your best year ever, begin writing down how that is going to happen and what things you have to do to make that happen.
Begin to write a game plan. And begin to list the people that can help you and the ways that they can help you.
In order to get in the groove of writing, I recommend that you begin by writing down things at the end of the day that are on your mind.
It might be an idea. It might be a task. It might be points you want to cover in a sales presentation.
But the more you write down, the less you will have on your mind and the easier it will be for you to create new ideas.
In order to have your best year ever, you have to have your best ideas ever.
And in order to come up with ideas, your mind has to be both clear and positive.
Read my next column for part five of how to have your best year ever.
Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling, is the president of Charlotte-based Buy Gitomer. E-mail him at salesman@gitomer.com.
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