Sales Motivation Monday: Who Sets Your Goals?

Sales Motivation Monday: Who Sets Your Goals?:from Sales Motivation and Sales Training by TheSalesHunter

Who is setting your sales goals?
Who is setting your professional goals?
Do you allow someone else to establish your goals or do you establish your own, fully realizing there are certain company goals that have to be met?
One of the stark differences I’ve found between an average salesperson and a top-performing salesperson is in how they set goals.  Average salespeople accept the goals given to them by their sales manager and they carry on to try to meet them.
Top-performing salespeople take the same goals given to them and then add their own layer of goals on top.  Why?  Because they know if they only achieve what is set for them they will be average at best.  To them that’s simply not good enough. They see themselves as a top performer.
If you’re wondering if this means top performers merely take the numbers given to them by their sales manager and increase them to what they see as their goal, then you’re missing the point.  Yes, top performers are quick to run after a bigger number, but they do more than that. They establish other goals that complement the volume goals their company assigns.
Let’s look at this in a simple manner.
A sales goal might be assigned to achieve a volume number of 100,000 units.   The top performer may very well say their goal is going to be 60,000 units from new customers or 20,000 units from a particular account that last year only ordered 10,000 units.  What the top performer does is set goals within the bigger goals.
When we set what I’ll call “sub-goals” within bigger goals, what we’re doing is breaking down the challenge into smaller pieces that allows us to monitor our progress better.  These “sub-goals” allow us to find success along the way, and in so doing, motivates us more to achieve even bigger goals.
Top-performing salespeople are driven. They are goal oriented and they accept the challenge.   What are some “sub-goals” you can set for yourself? 
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.