Golf and the Principles of Sales Success Hole #6: Realistic Goals by Donald Hahn, Hahn Sales Training April 2007
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(This is the sixth in a series of 18 articles on the relationship between Golf and the Principles of Sales Success. Read Hole #5: Measure & Monitor)

"Avid golfers set reasonable goals to improve their handicap, and methodically focus on modest yet continuous improvement of their game. Do you know your “sales handicap? What’s your personal improvement plan?"

It has been said that if you cease growing you begin to become stagnant and wither away. Great golfers constantly push themselves to greater heights.

I reflect on a day some 15 years ago while playing with a friend; a scratch golfer and local club champion. We were hitting our second shots on a par 5 dogleg right. He was sitting 30 yards ahead of me. I hit my shot well and came to rest about 40 feet from the green, but safely ahead of the trap. Pleased with myself, I caught up with my playing partner as his ball casually rolled on the green, 30 feet from the cup, a shot which I am lucky to attain perhaps once or twice a season. For a moment I was dismayed and a bit upset as I heard him curse under his breath. It was then that I realized the difference. It was based on our expectations and standards. My friend held himself to a higher, loftier set of goals, whereas mine were based upon a lower level of ability and expectation. I could never reach his plateau unless I could first envision hitting shots such as his.

Sales success is rooted in this same premise. Professionals have established very high goals, resulting in tougher standards and an expectation to live up to those standards. As a sales manager I never had to set standards for my top performers because in the end, I was never able to set them high enough.

Great performers set a clear vision of their destination and set out on a mission that will get them to their destination. They know hazards lie in the way, but their goal gives them the resolve to keep moving toward their destination. They have an understanding that they will inevitably face adversity, yet have the confidence that they will ultimately prevail. It has been said that things are created twice, once in vision and secondly in reality. Successful golfers and salespeople expect high levels of accomplishment and silently and confidently walk the walk.

The most accomplished people set their sights on aggressive yet attainable goals, develop a strategy to reach those goals and maintain an unwavering resolve to do those activities needed to reach their goals. Often times these activities do not lead to immediate gratification. Getting up a half hour early to work out or squeeze in that breakfast meeting can be considered a hardship. Making thirty phone calls before getting a receptive response can be a daunting task. Hitting an extra bucket or spending thirty more minutes at the practice green is either a labor or a labor of love. These activities tend to fall into perspective, however, if you are able to maintain sight of your long term goal.

Read Hole #5: Measure & Monitor

Donald J. Hahn is President of Hahn & Associates, an award winning Sandler Sales Institute Training & Coaching Firm. He has enjoyed a successful 26 year sales and sales management career and has experience in sales and management training, as well as marketing, recruiting, customer service, business development, and mentoring solutions.

A Certified Franklin Covey Coach, past President of the Buffalo Niagara Sales & Marketing Executives, member of the American Society for Training & Development and the International Coaching Federation, Don provides the needed executive training and coaching to take clients to the next level - achieving increased profitability, improved customer satisfaction, maximum market penetration, and enhanced selling performance.

In addition, Don is the author and owner of a reliable interviewing tool entitled H.I.R.E, which improves sales candidate selection and is a guest speaker for the Keep It In the Fairway’s Northeast Region Seminars.

Email: dhahn@hahnsales.com
Company Profile: Hahn Sales Training
Company URL: http://www.hahn.sandler.com

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