-- Aristotle

One of the single-most important skills that a salesperson can possess is to set goals that are so well-defined and so compelling that they become embedded deep into the unconscious mind, consequently acting as a powerful force that drives motivation and behavior. If your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will become diluted, and as their sales manager, you are losing out on a massive piece of their potential.

The art of achieving whatever you want is to have a clear picture of your goal in your mind. You've probably heard this so many times before that the power of this one thing may have escaped you. According to Prentice Mulford, "Every thought of yours is a real thing -- a force."

To put it another way, thoughts become things.

We are all connected to each other and the universe through our energy that ebbs and flows constantly. In fact, we are like a powerful electromagnetic transmitter, where our thoughts vibrate at a certain frequency and attract to us that which we are thinking. In his bestselling book, Think and Grow Rich, Napoleon Hill states, "The 'subconscious' mind proceeds to translate that impulse into its physical equivalent."

Yet the mistake made by many salespeople is that they don't think about what they want; they think about what they don't want. The human mind is unable to deal with negations, such as, "I don't want to miss target," or, "This prospect will always go for the cheapest price." In these examples, your unconscious mind will create "miss target" and "prospects who only buy from the companies who offer the cheapest prices." If you are asked not to think of a blue tree, then your mind has already started thinking of a blue tree!

Therefore, when helping your sales team set goals for themselves, they need to focus on what it is they want, rather than what it is they don't want.

The clearer people are about their goals, the more leverage they create because they start to attract them at an unconscious level. This means that having a picture of their goal and imagining how they will feel achieving their goal can be extremely powerful. (continued...)

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