How do you set your goals? If you’re like most people that follow GTD or something similar, you probably take the end result and back out of it.
So, you’d say “I want earn $100,000 in commissions in 12 weeks.” Then, you back out of it. ”To do that, I have to sell $750,000 in new sales. That’s $62,500 a week. To close that much, I must get 12 proposals out each week. To do that, I must get 25 leads contacted a day. To do that, I must make 100 cold calls. To do that I must get to the office by 7am.”
This is a better plan than most, but can you smell the familiar funk of failure? I can. This is what I did for years and years.
Here’s what will happen:
-You’ll start strong, go through a day. You will go through the motions and get your calls made (or sit ups done, or calories, or whatever). You’ll record this.
-Then, you’ll be exhausted. And because it doesn’t prioritize, you’ll still feel the paralyzing guilt when you don’t hit your targets. But maybe the best thing you could be doing was talking to the one guy that could give you 8 sales…
-Then you fail.
-Then you don’t hit any goals because you missed the one that requires you straddle the hamster wheel of destiny.
It’s happened before, it’s probably gonna happen again. And you’ll never, ever, ever catch up once you bury yourself and measure by output.
The right way? Simple.
Start with one goal. One thing. One item a day, maybe at a time. Forget the rest. Forget the volume. Do it. Do it again. That’s how you win.
One easy thing, just to get going. You’ll not catch up. You’ll crush your goals. You won’t have the guilt.
And when it’s time to pursue another direction? When that big thing that’s off book is available? You’ll do it.
That’s how winning is done.