That’s not a typo – what will 2016 be for you? How will that set you up for 2017?

As companies and as individuals doing this thing we do – driving revenue, the clock starts over for most of us at the New Year. New comp plans, new quotas and new MBOs. How do we ensure success? What are your own goals and objectives to achieving success?

I have worked with many individuals in helping to lead them on a path to success. One of my favorite exercises is asking these questions,

  • “How much money do you want to make in the New Year? Do you know the number?”
  • Do you know what you want your income to be? To the penny? (aren’t these the same questions?)

It seems counter-intuitive, but the more specific the goal, the more quickly the success will come.

So what is your number? Considering that, do you know what will be required in the top line for you to hit your personal number? If you are on a comp plan – you need to do the calculation and figure out the top line number and include that in your planning as well.

Now, here is the key- build the tracking process – make it as real time as it can be. If your company sends you an Excel file with your commissions calculated – carry it out to the end of the year. Ask yourself, what do you need to close every month in order to hit that number? Create this and then put it in two places:

  1. At your desk- This is one place that you will see it every day!
  2. By your bed- Each night, before you go to sleep – look at it and then do this most important item: Visualize yourself hitting that number at the end of the year!

When the “little voices” in your head tell you, or for that matter, tell you that Scott is crazy –focus on guiding your thoughts in a positive way. You manage the conversation – don’t let it manage you. Find your success in your mind’s eye – see it and feel it and talk yourself up. Do this every night for at least the first quarter of the year. You may need to adjust the spreadsheet as the months progress to adjust for wins and misses. However, keep doing it.

I can tell you from personal experience and from those whom I’ve counseled, everyone who has done it, in earnest, has achieved or overachieved on their end-result.

So what’s your number? Many I work with, and myself included, know ours.

Have an awesome 2016!

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As Founder and CEO of Visualize, Scott spearheads the company’s overall strategic direction, planning and execution. Scott has over 25 years of experience in sales and sales leadership, building profitable companies.