How To Reach Your Goals – Magic of Tiny Tweaks

There are a lot of resources and strategies on how to reach your goals. What I will cover here are some fundamentals that have helped me, and what I hear from the sales professionals who are the highest earners in the High Tech industry. In short, it’s about evaluation, testing, and execution. Peter Drucker said, “What can be measured can be improved” and when it comes to sales, that can translate to really big commissions, public recognition and that amazing feeling you get when you crush your goals!

One of my favorite concepts on the subject of goal setting I got from Tony Robbins. It’s the idea of leveraging the magic of tiny tweaks in execution. He described the concept using a golf  analogy. The idea is that if you make just a tiny tweak in your swing, specifically how the golf club head hits the ball, even a millimeter, you can change the entire trajectory of the ball. The difference in the swing can be the difference between a guy who makes millions….and everybody else. So how can you make small adjustments in your sales process, whether it’s the subject line in an email, the way you qualify an opportunity or the way you present pricing, in order to get the desired result?

So in practical terms, when you begin to apply this concept to your sales practice, you need to spend time doing two things:

  1. Examine current habits and actions
  2. Make small adjustments in a methodical way over time

Before anything else, commit to a time period where you will keep track of your activities. You can do a 30 day challenge but you can adjust to whatever time period makes sense for your product or industry. As long as you have enough data to establish a benchmark. After you have an appropriate time frame, grab a new notebook. In this notebook, every day for 30 days for example, make two lists at the end of each day. On the left side make a list of the things you could have done better. On the right side, make a list of all your accomplishments or positive outcomes.

I’ll give you an example of a “negative” from when I did the exercise. I had a call with a customer where I realized that I was not clear with my Sales Engineer about how I wanted to run the meeting, and he jumped right in when we began the call with the customer and he started asking technical questions. We have not worked together for very long so he is not accustomed to my style and I see that I could have been clearer with my meeting agenda. Ideally, I would have asked my qualifying questions up front, not at the end. The goal with writing all this down, is to also write down what my tweak would be. In this case, do a prep call with the SE, establish the strategy, and make sure to ask the qualifying questions up front.

On the positive side, I list productive things like closing a significant deal. I take a few minutes to list all the steps I took to make the sale happen, evaluate what is repeatable and incorporate that into my process. Over time, I become more conditioned to executing on the small things that turn out to be the big things.

You could also track other metrics like number of calls and number of meetings that end in a sale. I think it’s important to focus on one thing at a time and approach your tweaking in a methodical way. If you do apply this exercise you will get clear information on what actions are effective, where you should spend your time, and more importantly, where to stop wasting time.

Give it a shot and use an accountability partner to help you stay the course for 30 days or whatever time period you choose. By consistently evaluating and making small tweaks, over time your performance gets better and better. Just imagine what you will accomplish by the end of the year!

Make tiny tweaks. Give it a shot, and see how it changes the trajectory of your year. Let me know how you do!

 

About Arlina Allen 25 Articles
Silicon Valley Native, Sales Professional, Blogger & Podcaster