1)Get better at what you’re doing so you close more often and faster – yes it can happen!

2)Develop excellent time management skills.

2.Time management, the greatest enemy of anyone trying to achieve their goal is time. There’s never enough of it and more than enough things to absorb it!

Keeping on the revenue attainment goal, it’s a good tip to identify your time in categories. Such as:

Revenue Producing Time (RPT) = time to sell, close deals, work completed to get hard results.
Non-Revenue Producing Time (NPT) = time to check correctness of paperwork, drive to meet a customer, handle a complaint.

Use different time allocation titles depending on the goal. Know how much time you need and book it into your schedule. (BPA – Business Plan Activities or GOBA – Going Out of Business Activities) – It’s a real eye opener to look at your last week and see where your time went!

One client, a Fortune 100 sales team, was frustrated with the lack of sales growth they were getting. We identified their RPT (Revenue Producing Time) was only 17% actually selling to customers. They were handling all kinds of non selling activities.

3.Forecasting, surprisingly this is not defined as your best guess. You’ve already backed into how much activity is needed to hit your goal. Here’s an adjustment you may need to consider:

o If you’re in sales realize no one closes 100% of every deal every time.

o If your goal is fitness, it’s possible to have to adjust goals and get back on track.

o If it’s a business goal, things can get delayed resulting in needing more time.

Yes, we need wiggle room! Let me explain. In sales, if you had a close ratio of 75% meaning you close 75% of the time you will need 25% more activity to hit your goal every time. So your wiggle room is your goal activity x 25%.

For business goals consider what steps need more time or manpower to smoothly deal with any setbacks.

4.Pull it all together by measuring the results. Look at what is working, what is not and be flexible to change. When you measure you have the ability to get things back on track now instead of wondering what happened at the end of the month. Measure at least weekly, professional athletes watch their performance with an eagle eye daily, watching for what, how and when to improve what they’re doing. It’s the same for all of us who want to deliver professional results.

"The problem is not that we set goals too high and fail to achieve them. The problem is we set goals to low and do achieve them."

PS – this is a pretty easy step by step system but if you’re like our clients and want some direction, see our website at

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