Brian Tracy explains the GOSPA strategic-analysis model (Goals, Objectives, Strategies, Plans, Actions) as a framework for achieving sales success and setting long-term income goals. He gives concrete arithmetic examples for converting an annual income target into monthly, weekly, daily, and hourly targets (e.g., $60,000 → $5,000/month → $1,200/week → $240/day; hourly example: $60,000/2,000 hours = $30/hr). He emphasizes using prioritized strategies, written plans and daily checklists to implement actions and speed execution ("Every minute... planning saves you 10 minutes in execution").
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Hi, I'm Brian Tracy and I want to help you in this session to achieve unlimited sales success and set your long term goals. In strategic analysis and strategic planning, you always start with your goals. Your short term, medium term and long term goals. Where are you today? Where do you want to be in the future? And what steps will you have to take to get from where you are to where you want to go? A powerful way to help you think and make better decisions is for you to use the GOSPA model that stands for goals, objectives, strategies, plans and activities. This is a method of strategic analysis and critical thinking. Your goals are your long term targets and desired outcomes. Setting long term goals begins with deciding exactly how much money you want to earn in the coming year. You can start by taking your highest gross income to year to date and increasing it by 25 to 50%. If the most that you've ever earned in one year is $50,000, then set a goal to earn 62,000 to $75,000 over the next 12 months. If you're more ambitious, you can set even higher higher amounts as your goal. Once you've determined your annual income and your sales goals, the next step is for you to break them down by month, week and even by the day. Some salespeople break it down to the hour. For example, if your annual income goal is $60000, then your monthly income goal is $5000. If your monthly income goal is $5000 and you work 50 weeks per year, this means that you want to earn $1,200 each week and $240 per day, five days a week. The final exercise, and perhaps the most important in setting your long term goals is for you to determine your desired hourly rate. How much do you want or need to earn each hour in order to earn your daily income goal, your weekly income and your annual income goal. For example, if your annual income goal is 60,000 and you divide this number by 2,000 hours, which is 250 working days times eight hours, the average working year, you determine your average desired hourly rate of $30. From this day forward, you refuse to do anything during the day that does not pay you $30 per hour or more. All the highest paid people think of their term their work in terms of each hour and they are determined to make each hour pay the amount that they want to earn. Now the subcareer goals that you must accomplish on the way to achieving your long term goals are your objectives. The second part of the gospel model. For example, you will have to call on a specific number of prospects in order to get a specific number of meetings that will turn into a specific number of presentations that will turn into a specific number of sales. A specific number of sales will turn into a specific amount of income. In addition, among your objectives will be to develop excellent product knowledge and to improve your sales and time management skills. These are all essential career objectives that you will have to accomplish in order to achieve your long term income goal. Through strategic analysis and critical thinking, you can accomplish each of your set career objectives. One of the best ways to determine your strategies for achieving an objective on the way to your long term goals. The third letter strategy is for you to make a list of everything that you can possibly do to achieve each of your career goals. Organize the list in terms of value and priority. Decide exactly what you can do to increase your sales in one or more of these areas. Now the next letter in the gospel formula is P for plan. A plan is an organized list of activities to achieve the strategies in your plan. All top performers work from a list. They are continuous list makers. Perhaps the best time management tool of all is a checklist that you create by writing down every step in order that you will have to take to achieve an objective on the way to your long term goal. Once you have a checklist, you work on your list every day, accomplishing each task in order until the larger goal is achieved. The last letter, A, stands for actions. These are the daily actions that you take to carry out your plans, implement your strategies, achieve your objectives, and ultimately accomplish your goals. The better you think through each of these areas, the better results you will achieve and the faster you will achieve them. Now here's the Every minute that you spend in Planning saves you 10 minutes in execution or in achieving the results. It seems a little onerous to sit down and think this all through at the beginning, but then it increases your speed and your return on investment by a thousand percent. Thank you for watching this video about the importance of strategic analysis and strategic thinking for your sales success. Please subscribe to my channel and like this video by clicking on the link below.
