Goal Setting Calculator

Step One

Ask most salespeople or managers how many units they sell and you'll get an incorrect answer almost every time. You'll also get a wrong answer if you ask about income or gross profit.

Why? Your mind usually wants you to feel good about yourself so if in the last 6 months you sold 8, 8, 20, 8, 8 and then 8 units last month and you're asked, "So how many units do you sell?" Which number influences your response the most? Exactly, with most people that single 20-unit month will translate into, "Oh, somewhere around 15 or so," (or more).

My point isn't about whether it's a good thing or bad thing to highball other people, it's just that the number is incorrect which causes most people to fail at setting and reaching their goals. Why? Because if you let that random 15 unit guesstimate become your starting point for your goals, as an assumed 15-car guy you'll probably come up with something like “I want to be at 20-25” for your one-year goal.

No highballs in goal setting...

To set a clear, realistic and achievable sales goal, you need to delete the older history and find your "Current Average", which is your average of just your last 3 months. That means in the example above, we'd start with 8 units as the basis (current average) for your goal, not 15 or so.

Use this calculator to find your current average, and then to set a realistic goal and actually see the extra income benefit to you and your family.