If you don't separate these two you will not achieve your goals
“. We want to know how and why things happen and what is going to happen in the future. To understand how an event happened helps us predict how it could happen again. This is why we always look for patterns and causal relationships among objects, actions, and situations. This makes it easier to identify and understand things and to make predictions based on similarities in patterns. Finding and recognizing connections between things and events in our environment helps us to learn what does and does not work.” Peter Bevelin
We are pattern recognizing beings, as patterns provide us with the hope for repetition and predictability. In sales, understanding these patterns can bring structure to your process of attracting, nurturing, and converting prospective buyers into paying customers. Recognizing these patterns can help you refine your strategies in order to maximize your success rate and build a more profitable business. By learning how to identify potential customer trends and behaviour, you will be able to better target specific audiences with tailored campaigns that drive higher conversion rates. With this knowledge comes greater insights which allows you to develop more efficient processes that ultimately lead to increased sales performance across the board.-
OUTCOME GOALS
An outcome goal, as the name implies, is an end-goal of something you are hoping to achieve. Examples of outcome goals include: make sales of $100,000 or improve customer service. These outcomes are measurable and tangible, so they're easily identifiable once achieved.
However, outcome goals don't provide any insight into what steps will be necessary to accomplish them. This is why it's important to have a plan in place for achieving the desired outcome - a roadmap that outlines how the goal can be achieved by breaking it down into smaller components and manageable tasks. By having this plan in place from the outset, you'll have clearer direction on what needs to happen in order to reach your ultimate aim.
LEAD ACTION
A lead goal, action or activity is the direct path to achieving an outcome goal. You cannot control external factors like government policies, the economy, interest rates and politics that may influence your end result; however, you are in full control of your daily actions that can have a significant impact on the outcome.
For example, let's say you're trying to sell 10 plots of land at N1 million each. You don't have any power over when potential clients will purchase from you – but what you do have control over is how many sales calls you make each day and how often you post about it online.
By focusing on those lead actions and increasing your sample size (e.g., making 100 calls instead of 20), chances are higher that more people will buy from you: if every call yields 1 or 2 sales with 20 calls per day, then theoretically 10 would be sold out of 100 calls per day!
So remember: formulate your outcome goals but set them aside for now so that all efforts can go towards taking the necessary steps to bring them into fruition. Focus monomeniacally on those lead activities and watch as probability works in your favor!
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