"If you?ve heard it once, you?ve heard it a thousand times?set goals, set goals, set goals. Setting goals helps you focus your energy on productive activities. It provides benchmarks for measuring your progress. It puts meaning into your efforts. But, what do you do when you reach your goals? Do you set more goals? Or, do you relax (?just for awhile,? you tell yourself)? David Sandler once commented that the downfall for many salespeople is that they ?make a big hit??reach their goal or close a big sale??then take a vacation,? meaning that they abandon the activities that were responsible for their accomplishment. Hitting a goal may be cause to celebrate, but it?s not cause to stop forward progress. Think of goals as mile markers along the success highway. When you reach one mile marker, you keep moving to the next, and then the next after that. And, when you get to your destination and look around, what do you discover? The road keeps going, if not in the same direction, in another?perhaps many. When you accomplish a goal, set another, perhaps loftier, goal. Keep your goals interesting, challenging, and motivating. If you reached your monthly sales goal, you could increase the numbers for the following month. Or, you could target three low-volume accounts and strive to bring their volumes up by a certain percentage. You could target a few prospective accounts that are doing sizeable volumes with a competitor and develop a plan to capture some of that business. Whether grand or modest, each goal you reach is another step toward personal growth, the expansion of your potential, and it signifies the arrival at another mile marker on your success journey. (c) 2009 Sandler Training LAM-001-00025 "