Set Goals You Can Actually Hit
Forty ways to set goals you can actually hit, and enjoy the steady confidence that comes from reaching them.
Clear goals create calm confidence. Small targets, hit often, change everything.
26 tips that really help
These ideas come from The Psychology of Selling (Brian Tracy), Secrets of Closing the Sale (Zig Ziglar), To Sell Is Human (Daniel Pink), and everyday practice. The first six help the most. Pick one and try it today.
Why goals help
Research by Edwin Locke and Gary Latham found that specific, challenging goals lead to better performance than vague “do your best” goals.
Write one specific goal for this week.
Make it specific
“Ten conversations by Friday” is better than “talk to more people”.
Rewrite one vague goal as a number.
Make it measurable
If you can count it, you can see progress.
Add a number to each goal.
Make it yours
Goals you choose feel more motivating than goals imposed on you.
Write why this goal matters to you.
Make it realistic but stretching
Too easy bores, too hard discourages.
Aim a little above last week.
Split big goals into steps
A mountain is climbed one step at a time.
Write three steps toward one goal.
Separate activity and result goals
You control activity: calls, emails, visits. Results follow.
Set one of each.
Start with daily activity goals
Small daily targets build habit and confidence.
Set a number for tomorrow.
Use weekly goals too
They smooth out a bad day.
Write a weekly total.
Use monthly goals
They keep the big picture in view.
Write one monthly goal.
Write them down
Written goals are more likely to be pursued.
Use paper or a note app.
Find an accountability partner
A weekly check-in helps both of you.
Ask a colleague.
Celebrate small hits
Reward progress, not just the end.
Plan a small treat.
Review each Friday
Look at what happened and why.
Spend ten minutes.
Learn from misses
A miss shows what to adjust.
Write one adjustment.
Adjust when needed
Goals can change when facts change.
Update a goal.
Keep a "done" list
It helps you see all you have done.
Write what you completed.
Avoid too many goals
Three focused goals beat ten fuzzy ones.
Cut your list to three.
Schedule the work
Put goal tasks on the calendar.
Block a time.
Use if-then plans
Peter Gollwitzer’s research on implementation intentions found “if X, then I will Y” plans make follow-through more likely.
Write one if-then plan.
Plan for obstacles
Think about what could get in the way and how you would respond.
List two obstacles and replies.
Do not break the chain twice
Missing one day is fine. Missing two starts a habit of missing.
Resume the next day.
Learn from top sellers' goals
Ask what targets they set.
Ask one veteran.
Raise the bar gradually
Growth feels good when steady.
Add a little each week.
Think in seasons
Some months are slower. Plan for them.
Mark busy and quiet periods.
Start today
Goals begin with one decision.
Write today’s goal now.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“My target for today is five conversations.”
“Here are my three steps.”
“I hit three of four targets.”
“I will change one thing next week.”
“I am proud of staying on track.”
“Tomorrow I will do it again.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write one weekly goal
Break it into daily steps
Track your numbers
Share your goal with a friend
Review on Friday
Reward progress
Set next week’s goal
Further reading
- The Psychology of Selling (Brian Tracy)
- Secrets of Closing the Sale (Zig Ziglar)
- To Sell Is Human (Daniel Pink)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “The Confident Seller”
Keep going. Small steps every day make a big change.
← Previous: Start Your Day Like a ProNext: The Two-Minute Daily Review →
- You Are Already a Salesperson
- Throw Away the Pushy Salesman Picture
- Believe in What You Sell
- Silence Your Inner Critic
- Your First 90 Seconds of Courage
- Borrow Confidence You Do Not Feel Yet
- Celebrate the Small Win Every Day
- Why "No" Is Not About You
- The Rejection Reset in 60 Seconds
- Turn Every No Into a Lesson
- Ask for Feedback Without Fear
- The Numbers Game Made Simple
- Bounce Back After a Bad Call
- Why Great Sellers Hear Thousands of Noes
- Breathe Away Pre-Call Panic
- Your Pre-Meeting Ritual
- Stand Like Someone Worth Hearing
- The Power Pose Myth and What Really Helps
- Sound Calm When You Feel Shaky
- What to Do When Your Mind Goes Blank
- Speak Slower, Sell Better
- Sell to Serve, Not to Impress
- The Giver's Edge
- See Your Customer as a Real Person
- Your Job Is to Solve, Not to Push
- Be Proud of the Value You Bring
- Lead With Honesty Every Time
- The Quiet Power of Integrity
- Start Your Day Like a Pro
- Set Goals You Can Actually Hit
- The Two-Minute Daily Review
- Read, Listen, Learn: 15 Minutes a Day
- Find a Mentor Who Pushes You
- Say Your Wins Out Loud
- Survive Your First Sales Slump
- Protect Your Energy Like Money
- When Sales Are Slow, Do This
- Stay Hopeful in a Long Sales Cycle
- Turn Pressure Into Focus
- Become the Seller You Admire
