It’s this time of the year, the holiday season. When people leave for their annual vacation, they often set goals in order to prioritize what they want to get out of it. Some want to read 5 books, others won’t rest before they have cycled 1000 miles, and some want to visit all 500 churches in Rome. But when it comes to expanding a business internationally, only few managers take the time to think seriously about what they want to achieve.
One of the first conversations I have with my clients is the need to develop clear goals. Experience learns that the ability to set clear goals and have the right focus is a key differentiator between generating some sales or becoming a strong market leader.
3 tips for successful goal setting:
Set clear and dynamic goals
Some entrepreneurs think they don’t need goals and say they just want to sell as much as possible. Although thinking ‘the sky is the limit’ is a healthy mindset, it’s having milestones and clear goals that makes most people switch to action. Keep your goals dynamic and evolving so you can answer to new opportunities, tackle unforeseen challenges and adapt to new circumstances.
Focus on the WHAT instead of the HOW
Often, I hear “we want to have a team of 5 sales managers” or “we want to open an office in NY”. Although those can be excellent ways to achieve a certain goal, it is certainly not the end goal to have extra people on your pay roll or pay the skyrocketing office rent in NY. Start with the end goal in mind and focus on the outcome.
One of the least ambitious goals I have ever heard for a sales manager is ‘his sales revenue needs to equal his payroll expense’. If that’s good enough for you, why even making the investment to go to a new country? Focus on the market opportunity, not on your investment.
Strong goals will define your strategy, it requires preparation, time and thought. Something to think about while you are chilling on the beach.
Greeting from sunny Silicon Valley,