I am sick of goals and goal experts. You know, the people that spam
you around the first of the year proclaiming they are the ones who
can help you get to the next level. They have the magic goal
All you have to do to achieve your goals is pay the sender of the
I am not an expert at setting goals. Rather, Im an achiever.
To me goal is the wrong word. It tells me theres something I HOPE
or SEEK to achieve. I think you should call them the achievements
Im striving for, and intend to make happen. Whoa! That sounds like
a whole different (better) process.
The reason most goals are not met is simple: Starting with the goal
is wrong. Making the goal is the middle of the process.
BIG PICTURE: BEFORE YOU MAKE A GOAL, YOU NEED INFORMATION, AND YOU
NEED TO DEFINE YOUR OWN REALITY.
Heres the achievement formula and process that will work
Before you make a goal, first define and write down whats
happening in your life at this moment.
What is my present situation? Ask yourself (and
write down the answers): Whats happening in my life? Whats
happening in the lives of others that may affect me? Whats
happening at my job and in my career? Whats going on in my family?
What is my present status? What are my skills? My
capabilities? My shortcomings? What are the things I need to work
on? What is my experience level? Hows my health? Whats my demeanor?
How positive is my attitude?
What are my opportunities this year? What is
available for me to grasp, accomplish, or achieve in both career
and life? FYI: If youre facing major change, maybe you should
redefine it as opportunity. If you do, youll see the other side of
What are my objectives? Whats been on my mind to
do? What do I want to make happen?
What are my needs? What do I gotta do whether I
like it or not?
What are my desires? What do I really wanna do?
What are my intentions? Am I writing down a
20-year dream, or am I dedicating myself to the tasks necessary to
get something achieved in a short space of (defined) time?
What are my beliefs? How strong do I believe in my
company? My product? My service? Do I believe I can differentiate
myself from others? Do I believe that my customer is better off
purchasing from me?
Second, you write down what achievements youd like to
What have I been thinking about? What are my
dominant thoughts? What are my thoughts Id like to turn into
What have I ALWAYS wanted to do?
What am I willing to do? If I make a goal, am I
willing to actually do the work to make it happen?
Whats the time requirement? If I make a goal, do I
have the time to achieve it? Am I willing to allocate the time?
What am I willing to sacrifice in order to
achieve? (Give up bacon? Beer? TV?)
What are the barriers? What are the obstacles Im
facing? Can I overcome them alone or do I need help? If so, who?
Whats my level of dedication? What has been my
history of achievement?
Whats my attitude toward doing? Am I gung ho or ho
Whats my date to start? Pick a firm date. Document
Whats my plan of action? What do I need to do
every day? Whats my daily dose?
Whats my expected date of achievement? Pick a firm
date. Document it.
Whats my plan to celebrate? Wheres the party? When
is the party? Who is coming?
What are my outcome expectations? What do I
believe will happen AFTER achievement? How will that affect my
Get the picture?
Theres a heck of a lot that goes into the achievement process.
Setting the goal is just one small part of it. Thats why I
substitute the word goal for the word achievement.
You have ideas, you have dreams, you have aspirations, you have
desires, and you have needs. And now you have a full-blown plan of
understanding and attack. BUT the plan alone will not work without
the secret ingredient: Your hard work.
In my years of achievement, hard work has always been my secret
weapon. Make it yours.
Jeffrey Gitomer is the author of The Sales Bible, Customer
Satisfaction is Worthless Customer Loyalty is Priceless, The Little
Red Book of Selling, The Little Red Book of Sales Answers, The
Little Black Book of Connections, The Little Gold Book of YES!
Attitude, The Little Green Book of Getting Your Way, The Little
Platinum Book of Cha-Ching, The Little Teal Book of Trust, The
Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more
information about training and seminars, or email him personally at
2012 All Rights Reserved. Dont even think about reproducing this
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