42 JULY / AUGUST 2023 SALES & MARKETING As we get into the second half of 2023, how are you and your team tracking on your business goals? It was a rocky first quarter for banking with several industry-changing events, but business continues and it may be the exact right time to make sure that you catch up or stay on track to meet those agreed upon goals. The problem with many goals is that sometimes, they do not come with action steps. Here are some specific steps to help you translate your small, big and important personal goals to a business workplan that will help you and your team achieve these goals. Triage Break down your personal goals into three categories: short-term, medium-term and long-term. Within each of those categories, identify your goals as urgent, somewhat urgent or not urgent at all. This process will help you narrow down the types of goals you need to focus on first and foremost. Typically when people think of goals, they think in terms of things they want to have or things they want to accomplish, like eliminate debt or pay for a wedding. More challenging goals we also need to consider are those that we call “freedom to choose” goals. An example might be the ability to work four days a week or to take a month off to do ministry work in a Turn Your Goals into Your Personal Business Work Plan third-world country. Those goals also require financial freedom, so regardless of the type of goal, there is normally some sort of financial requirement attached to the ability to achieve that goal. Focus Next, we must become laser focused. We want you to identify from your goals which are the 12 nonnegotiable goals along with their associated financial requirement that you will achieve in the next 12 months. You can’t miss these no matter what – you’re going to achieve these goals! Now, what behaviors will you need to implement to make these goals happen? Break it down into steps and set some deadlines. A goal without a due date is just a wish. Plan You just completed the easy part! Now it’s time to roll up your sleeves and translate these individual personal goals and their financial requirement(s) into a business work plan. We call it a work plan because to achieve success you must have a plan AND work the plan. Your work plan will have four key components: 1. Success Formula 2. Market Niche 3. Prospecting Strategy 4. USA: Unique Sales Approach The Success Formula is the math that helps you Tony Cole Founder & Chief Learning Officer Anthony Cole Training Group LLC Tony@AnthonyCole Training.com Anthony Cole Training Group LLC is an associate member of the Indiana Bankers Association.
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