January Sales Skills Series: Goal Setting for Sales Professionals

If you’ve ever set a sales goal with the best intentions…and then watched it quietly fade by March, you’re not alone.

That’s exactly why we kicked off the January Sales Skills Series with Goal Setting for Sales Professionals — a session designed to take goal setting out of the “hope and hustle” category and put it squarely into clear, measurable, workable math.

This session isn’t about dreaming bigger. It’s about building goals you can actually work.

Before you hit play, here’s what you’ll learn — and why it matters.

Why Most Sales Goals Don’t Stick

Most sales professionals don’t fail because they lack discipline or desire.

They struggle because:

• The goal isn’t specific enough

• The math doesn’t support the goal

• The strategy doesn’t match the number

• The actions aren’t clearly defined or scheduled

• Accountability fades over time

In this session, we walk through a simple framework that removes guesswork and replaces it with clarity:

Goal → Strategy → Actions → Motivation → Skill Development

Each piece builds on the last — and when one is missing, the whole thing collapses.

1. Start With a Goal That Actually Matters

If your goal doesn’t matter deeply to you, you won’t stay with it when obstacles show up.

And they will show up.

This session challenges you to ask:

• Is this a goal I care enough about to do uncomfortable things?

• Is it strong enough to keep me engaged when motivation dips?

• Or is it something I’ll talk myself out of when it gets hard?

You’ll hear why goals that are too small — what Jody calls “5% goals” — are often easier to abandon than to achieve.

2. The SMART Framework (With Real Numbers)

We revisit the SMART goal structure — but in a very practical, sales-focused way:

• Specific – No vague language

• Measurable – Replace “more” and “better” with numbers

• Attainable – Challenging, but realistic

• Relevant – Aligned with what you want

• Time-bound – With a clear deadline

For example:

• “Write $1,000,000 by December 31, 2026”
  vs.

• “Do better than last year”

One tells you exactly what you’re working toward.
The other doesn’t.

In the video, you’ll see how tightening the language changes everything that follows.

3. Your Basement Number: The Math You Can’t Skip

If you’re in sales — especially commission-based sales — this part is critical.

You’ll learn how to calculate:

• What you need to bring home each month

• What you need to gross to make that happen

• What you need to write, based on your commission rate

That number becomes your basement — the minimum you must hit to:

• Cover expenses

• Keep your seat on the team

• Avoid living in reaction mode

Only after that do you set the goal that represents abundance, not survival.

This alone changes how most people think about their numbers.

4. Why Seasonality and Quarters Matter

Not every month is created equal — and pretending they are leads to frustration.

In the session, we walk through:

• Using sales history to assign real percentages to each month

• Grouping months into quarters that add up to 100%

• Why you can miss a month — but never a quarter

You’ll also hear why planning to hit your goal in 11 months instead of 12 gives you far more control and less stress at year-end.

5. Strategy: Where Goals Succeed or Fail

One of the biggest takeaways from this session:

You can’t hit a million-dollar goal with a $750,000 strategy.

Strategy answers the question:

• How will this number actually be achieved?

You’ll see examples of strategies like:

• Increasing close ratio

• Increasing average sale

• Improving revenue per opportunity

• Shifting how business is generated (appointments, outreach, projects)

And why limiting yourself to no more than three core strategies keeps execution clean and focused.

6. Actions That Actually Move the Needle

This is where theory turns into execution.

The session breaks down high-impact sales actions that consistently improve results, including:

• Sketching

• Appointments (be-backs, house calls, phone appointments)

• Follow-up and after-delivery outreach

• Financing, protections, and attachment products

• Mattress sales as a powerful training and revenue driver

You’ll also hear how to evaluate actions by:

• Quantity – Am I doing enough?

• Quality – Am I doing it in a way that produces results?

This is where accountability becomes concrete.

7. Motivation and Skill Development

Finally, the session addresses two often-missed elements:

Motivation

• Are you motivated by gaining something — or avoiding something?

• Is your goal big enough to require different behavior?

Skill Development

• What skills, if improved, would make this year easier?

• Selling skills, communication, organization, time management, leadership

The goal isn’t just to hit a number —
it’s to increase your capacity as a professional.

Watch the Session and Build Your Plan

If you want 2026 to be different — not just hopeful — this session gives you a clear place to start.

Then do one thing before January ends:

Put your goal, strategy, and actions into a frame you can actually work.

That’s when goals stop being ideas…
and start becoming results.

oxo
Jody