Conceivable, Believable, Achievable, Controllable
I do a lot of work with sales organizations, for obvious reasons
. They know they need to stay at the top of their game. They already have training and development programs ongoing, and a lot of times I'm slotted in. Sometimes it's just me on the program. Sometimes it's a celebrity multi-day event with guests and such, etcetera, etcetera. But I deal a lot with sales people.
One of the things that we all teach salespeople to do is have set goals. To have objectives, to know what you want to do, to plan your career year, month, week, day. (In that order.)
And even though we don't go this far in most sales meetings, when I get people into my personalized training, into our coaching programs, then we go into having you plan your whole life. I lay out a graph that goes out to age 110 for our clients and students.
Obviously, a person who's sitting there at 70 is going to have fewer decades left than young folks, but it helps you see the vastness of your life when you put it in a graph.
Usually for the first time in their life they see the decades of their life laid out before them-and we have them dated out both in decades, what they might be doing in the 2060's or the 2070's, for instance, and in years-what they might be doing in their 70s, 80s or beyond.
But let's get back to the normal sales organization goals. I've said year, month, week, day. Here's what we teach, though. We don't just say, "Get up! Get filled with this spirit of bravado! That PMA (Positive Mental Attitude) can get you to go off like some farting balloon and say, 'I'm going to earn a million dollars this month!'"
Is it possible? Oh yeah, it's possible. It's very easy. I have dozens and dozens of personal friends who have done it, or who do it regularly. We all know about millionaires and billionaires of the Internet Age. But the thing is, in the context that you're in, goals should be conceivable, believable, achievable, and controllable.
Conceivable, believable, achievable, and controllable. Conceivable's really easy-you've got to conceive it. In other words, if you're in a normal sales organization, and you've been selling $100,000 worth of product every month-well, a goal to sell $120,000 could be conceivable.
A goal to go from $100,000 to a million wouldn't even be conceivable in most instances. Something has to be believable before it could ever be achievable, because you'll never access the power otherwise. So make it conceivable first, since that's the only way it could be believable.
And then you've got to ask yourself, "Well, is it achievable?" And of course, you've got references and resources to refer to. Who's done it, how, when, and what were the unique factors? Can they be replicated or improved upon?
And then it has to be controllable. In other words, can you actually control the outcome? Now, how would you make a million dollars if you've been going out and making $100,000 a month? How are you going to up that to a million? Do you really have a plan, and can that plan work?
If all of a sudden war breaks out in Iraq and you've got defense contracts, and now you have the contracts that put you into prosperity-is that controllable, if you're just a regular, normal defense contractor?
I'm not talking about the espionage and the stuff that they talk about in movies; I'm talking about your goals. Every goal you ever had. We talk about sales goals, but it goes beyond that. All goals should be conceivable, believable, achievable and controllable.
And this is from a man who believes in the magic of thinking big-but put your head in the clouds and your feet firmly on the Earth. You will be measured not by the words you say, or the volume of your voice; you will be measured by the deeds that you do.
by: Ted Ciuba
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