First and foremost, you have to acknowledge that you have a set point. It’s pretty easy to spot by simply reviewing your last six months or financial statements or pay stubs. Once you have averaged the totals for those six months, write that number down. That is your Financial Set Point.
Once you have the Set Point, I want you to get reacquainted with your monthly stretch goal. What is the sales number that you would LIKE to reach every month? It’s usually that number that you’ve been thinking about for a long time, but have never reached. Now, you might need to examine your beliefs around this goal (you need to believe that you deserve it and that you can attain it) before you move on to the next step.
The third step is to change your sense of urgency. This might seem like a small step, but it is the step that makes all of this work. Most people think in terms of “months”-so we imagine that we have 30 days to “sell into the month”. The reality is that most people don’t do a whole lot of selling until they feel a sense of urgency in the middle or end of the month (right?). To change that, you need to move the sales close date up into the middle of your month. Instead of the 30th, move it up to the 20th and watch your urgency increase! Plus, you will still have 10 days after the 20th to make it happen if you need to!
Decide, right now, that this is the month you are going to break through to the next level! Then, take that first step!
In Service and On Purpose,