Fired Up: Another year, another goal

As the calendar rolled over to 2018 last month, I came across a quote online from author Melody Beattie that really resonates with me: “The new year stands before us, like a chapter in a book, waiting to be written. We can help write that story by setting goals.”

As a sales manager, to actively “write the chapter” for the coming business year, I start each year analyzing territories, identifying competitive challenges, outlining territory coverage, and other related tasks. Many of you likely do the same, while others feel they are too busy putting out daily fires to make time for setting goals and developing strategies.

It’s not easy to step back from the crush of urgent daily tasks and make time for planning. But, it’s essential for success, whether you’re a sales manager, inside sales rep or CEO. There will always be urgent demands on your time, but without setting a proper course, you’ll end up just being busy, rather than being effective.

In his bestselling book “The 7 Habits of Highly Effective People,” Stephen Covey called this “sharpening the saw.” Think of a lumberjack using a dull saw to try to fell a large tree, sawing faster and harder to make progress, even though the saw is getting duller with each stroke. The wise lumberjack realizes he’ll be much more effective if he stops sawing for a few minutes and makes time to sharpen the saw.

As a leader, no matter the demands on your time, job one is goal setting.

The American historian Bill Copeland described the importance of this work in a clever way: “The trouble with not having a goal is that you can spend your life running up and down the field and never score.” As leaders in the glass industry, it falls to us to make the time to set goals, to clearly communicate those goals to our teams, then empower and trust them to deliver results, so that we all “score.”

What does goal setting entail? TheBalance.com defines goal setting as, “the process of deciding what you want to accomplish and devising a plan to achieve the result you desire.” Note that this definition emphasizes that goal setting is a three-part process. For effective goal setting, you need to do more than just decide what you want to do; you also have to work at accomplishing whatever goal you have set for yourself, which means you have to create a plan so your work gets you where you want to go.

Here’s to your success throughout 2018!

David Vermeulen is the national sales manager for Technical Glass Products (TGP), a supplier of fire-rated glass and framing systems, and other specialty architectural glazing. TGP works closely with architects, designers and other building professionals, providing them with the state-of-the-art products, service and support to maximize design aesthetics and safety in commercial and institutional buildings around the world. Contact him at 800/426-0279.

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

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