The Essentials of Goal-Making

We very often explore the “why” behind our sales interactions, but what about the “why” behind our goals? Ideally our work shouldn’t be about “doing,” but “growing.” Goals are how we measure that progress, and if your goals aren’t meaningful, why pursue them at all? I’ve recommended Zig Ziglar’s books before, in particular Secrets of Closing the Sale. This is one of his latest, in which his straightforward advice and sense of humor illuminate the essentials of goal-setting. How do you start? What are the most effective ways to do it? Why are you avoiding it when you could be benefitting from growing today, tomorrow and onward?