When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ are very different to ‘targets’.

They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break down how well planned goals can set you up for long term success, and discuss when these goals should be reevaluated.

They explain why goals should be activity based, why it isn’t always a ‘win or lose’ when striving for those benchmarks, and touch on the risks that come with unrealistic goals, while offering advice on how to stay accountable to the parameters that you have set.

In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to relationships in an attempt to hit monthly targets.

In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target should put you into ‘performance mode’, and why a quick conversation with a client still needs to be well researched and planned.

They reveal the one client type on your list you should never approach when making that last ditch effort to hit target, the questions to ask to secure those final dollars, and even explain why sometimes falling slightly short of your goal may in fact be better use of your time and resources.