Stretch Yourself

It's time to start planning your 2011 goals (if you haven't already!) and I love these tips from sales trainer Kelley Robertson. Try them out and let us know how they work for you!

It's that time of year when self-help experts and sales gurus suggest that you establish goals to achieve for the upcoming year. I, too, am a big believer in setting goals. However, instead of the typical advice to set SMART goals (Specific, Motivational, Achievable, Relevant, and Time-framed), I am going to suggest something slightly different.

Go ahead and start by determining the main goal you want to accomplish this year. Write that goal down on a sheet of paper. Read it. Look at it. Consider it.

Then ask yourself, "Is that what I REALLY want to accomplish?"

If you're like most people, myself included, you probably want to achieve a more. But, I suspect that there's a little voice inside your head saying, "Oh, you can't do that!" or "You won't be able to achieve that goal." That is the voice of limitation.

Here's what you do.

Keep that original goal in mind. It's important. However, it is now your base target. The goal you feel confident reaching. The target you have a high chance (85%+) of achieving. A target that will still push you but allow you to stay in close touch with your current comfort zone.

Now, write down what you REALLY want to accomplish. The goal that will take much more effort to achieve. The target that will push you outside your comfort zone. Ignore the voice that tells you can't achieve it. Write it down even if you don't think you can achieve it. Go ahead—write it down now!

Here's the power behind this approach.

You have, in essence, now set two goals. A primary target and a secondary objective which is your stretch target.

As you progress toward your first - and reasonably achievable goal, you will gradually start to look at your stretch target and give it more consideration. Eventually you will start to think about your ambitious goal more often. You will wonder if you can actually achieve it. You will start to focus on it. And you will begin to believe that you can reach that goal.

That's when an interesting mental shift occurs.

You will start losing interest in achieving your initial goal and begin striving for your stretch target. Before long your base target becomes incredibly easy to achieve as you focus your energy on attaining that bigger, grander, and more ambitious goal.

What I love about this approach is that you really can't lose.

At the very least, you will likely achieve your first goal and that is rewarding. You can look at yourself in the mirror knowing that you were successful in achieving your target.

However, in many cases, you will actually reach that stretch target which will inspire you, motivate you and boost your confidence. You will begin to feel like anything is possible - and it is. Even if you don't reach your stretch goal, there is a strong likelihood that you will exceed your initial goal which is also inspiring and motivating.

I learned this technique from a former boss and was amazed how effective it was in helping our company achieve highly ambitious sales quotas. I later applied it to my own business and experienced a significant increase in my revenues in a single year. I strongly encourage you to use this approach in your own business or life. It will make a tremendous difference.

As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.RobertsonTrainingGroup.com.