In our model, we said: Now you are aware of your current state, and the future outcome you desire, and you are now responsible for the next action.
So what happens next? That’s entirely up to you.
You’ve created a Future Outcome (goal) which might be something like “In 2012, I want $100,000 worth of additional business.” Now that you have the awareness of the goal, you are responsible for that awareness.
The interesting thing about awareness is that it demands responsibility, but that doesn’t mean that it demands action. So you can be aware of your goal, accept your responsibility for it, and still do absolutely nothing toward its achievement. You are then totally responsible for not achieving the goal.
If, however, you are determined to reach that goal, it becomes your responsibility to set a direction toward its achievement. Which way are you going? What deals will you pursue today? What steps must you take today in the direction of your goal?
Note: setting a direction begins with asking the open-ended questions: Who? What? When? Where? Why? How?
Responsibility is the key here – most people get stuck between awareness and direction because they don’t accept responsibility for making it happen.
“In 2012, I want $100,000 worth of additional business” is a pipe dream unless and until you take responsibility and set your direction. Some of the questions you ask yourself might be:
- Who are the people I need to meet to make this happen?
- Where do I go to meet and interact with those people?
- What short-term goals do I need to set and achieve along the way?
- When and how do I track my behaviors and results to assure I am going in the right direction?
Just for today: Set a goal to achieve in the next 10 weeks–by December 31, 2011. Ask yourself each of the four questions listed here, and write down your responses. Use those responses to create a one or more lists of actions you can take toward the goal.
♦ ♦ ♦ ♦
This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.