How to have a goal-based approach to your career

Setting and hitting goals are sales fundamentals, but you can also apply those principles to your sales career. Zendesk VP, Daniel Bailey, shows us how.

At our first Sales Confidence event of 2019, at Level39 in Canary Wharf, we were privileged to hear six great sales leaders share their secrets for success. Based on these talks, we’ve put together some articles. Even if you couldn’t be with us, you can still get inspired.

Daniel Bailey

Meet Daniel Bailey. Daniel is the VP, EMEA and North at Zendesk, the next-generation CRM enabling organisations to provide a better customer experience than ever. Daniel is responsible for leading Zendesk’s sales across the UK, Northern Europe and emerging markets.

Daniel’s talk at Sales Confidence was on having a goal-based approach. Simple but effective. However, it’s not just about growth in your business, you should also take a goal-based approach to growth in your career.

Using the popular V2MOM method (Hey. If it’s good enough for Marc Benioff, it’s good enough for me!) Daniel outlined how to do it.

Values

‘Values are important. Apply that over the lens of any company you are joining.’

Your values. The things that are important to you. The things that motivate you. These are the things that define you. When you move companies, they are evaluating you. But are you evaluating them in the same way?

So what motivates you?

‘Some people are motivated by money. That’s OK. But those people often end up not making as much as they can.’

Remember that you are unique. You are part of the unique proposition of your company. It’s essential that your values match.

Vision

This is something I talk about a lot, so it’s great to see Daniel reminding the Sales Confidence community about having a vision.

It’s essential to have a long-term vision. Where do you want to be in ten years?

‘Here’s the thing. You need to do a role for two or three years to be able to prove you can do it well. In ten years you can have three roles.’

That’s more than enough to make good progress, but you need to know where you want to be. Thing long-term not short-term.

‘Tony Robbins talks about overestimating what you can achieve in a year, but underestimating what you can achieve in ten years.’

Method and obstacles

When you break your career plan down into two to three year increments, you can figure out what you need to do to get where you want to be.

However, you must make sure it aligns with your values. Don’t chase something just because you think you should want it.

‘Why do you want to be a sales leader?’

Your obstacles will be the things you need to work on.

Measures

The life of a salesperson is ‘always on’. Month to month. Quarter to quarter.

We rarely stop to evaluate, to look at where we are.

Set goals. Set big goals. But stop and see how you are doing on your way to your goal.

‘Don’t be afraid to stop and say ‘You’ve done a good job. Well done. You’re on the path to your ultimate goal.’’

Celebrate the small wins.

How about you?

It’s terrific to hear what someone like Daniel has to say about setting career goals. Now, I want to know what you think.

Do you set career goals?

Do you check in with yourself regularly to make sure you still want to achieve them?

How did you choose your goals?

Leave a comment below and tell the Sales Confidence community.

If you’d like to be at the next Sales Confidence event, please click here to see our schedule.

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