Sales people define success in different ways. For some it means a new car or a new home. For others it's a maid or a six figure income. Still for others, a vacation you can enjoy without worrying about what you are going to have to sacrifice to pay for it. Whatever success means to you, it is important that you picture it clearly, imprint it in your memory and carry it wherever you go. For that's the formula you're going to need to become more successful, the formula you're going to use to help you attain magical results.

Success does not come easy, we all know that. If you settle for less than you're capable of, it might seem easy, but then you're selling yourself short. That should never be your goal. Other people may treat you unfairly from time to time. That's unfortunate. However, when you treat yourself unfairly, it is far worse. If you continue to settle for less than what you are capable of, you will never develop the confidence you need to believe in your own abilities and the skills you need to deliver yourself from mediocrity.

Success depends on motivation and skill for it's longevity. Sales people who experience short lived successes usually suffer from "motivation manutrition," "attitudinal dystrophy," or "knowledge apathy." Let's explore each and determine if you possess or have experience any of these symptoms.

Defining Your Objectives

We define objectives as the final goal. It is what all your efforts are going to lead to. With investing, for example, it could be to have $2 million by retirement. While some people may want to only have an objective in one area of their life, most successful people set objectives in many areas: Career, Family, Financial, Health, Knowledge, Material, Retirement, and Spiritual are just some categories you should set objectives in. Objectives are generally long term, sometimes even lifetime goals, although they don't have to be. They do have to be important to you and something you feel is worth pursuing.

In starting a goal setting routine, we recommend you set objectives in one or two areas to begin. As you start realizing small success, you'll probably add more objectives, as you will more than likely want to be successful in all areas of your life. Take a separate piece of paper for each objective. Clearly write down the objective and the date that you would like to see the objective achieved. Remember, don't hold back. Make your objectives as large as you can realistically realize.