I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson.

My response is often met with surprise, because most people expect me to say something about the necessity of hard work and product knowledge, or the importance of a positive attitude. While these factors are certainly key components of achievement, in my opinion, the critical ingredient in determining success is one's ability to stay focused on the accomplishment of meaningful sales goals.

Unfortunately, far too many salespeople look at the sales goal setting process as a burdensome numbers drill imposed upon them by their sales manager. It's been my observation that both success and failure leave a trail and everyone is self-made, but only successful people are willing to admit it. Unsuccessful people don't set sales goals and have a common tendency to blame circumstances, events and other people for their lack of focus and determination.

I was fortunate when I began my sales career as an insurance agent to have a manager who knew the value of setting sales goals and placed a strong emphasis on personal accountability. My first day in the office he sat me down and handed me a legal pad, a pencil and a calculator and said quite emphatically, "A sales goal is nothing more than a dream written down with a deadline."

Here are three tips to help you clarify and achieve your sales goals:

1. Determine where you want to go and chart your course. Your sales goals must be realistic and believable, while at the same time, challenging enough to compel you to put forth your best effort and give you pride in their accomplishment. Avoid setting conflicting sales goals such as I want to double my income and spend more time at home.

2. Write your sales goals down and visualize their accomplishment. Anything that is worth achieving begins with a written plan. Because the mind thinks in terms of pictures, rather than numbers, I also recommend creating a vision board. For example, I have a vision board in my office with pictures of a world map, expensive cars and a vacation home at the beach. I get excited just looking at it!

3. Review your sales goals and make adjustments as required. After takeoff, due to the ever-changing weather patterns, pilots must make minor adjustments to their airspeed and heading to stay on course for their destination. Review your sales goals daily and make minor adjustments as needed on a monthly basis.

"Whatever the mind of man can conceive and believe, it can achieve.
Regardless of how many times you may have failed in the past or how
lofty your aims and hopes are for the future."
- Napoleon Hill