It’s 11:35 a .m. on Monday and Christine Wilkerson is smiling. Having completed her second meeting of the day, she finds herself two-for-two; two appointments, two sales! As she strides toward her car, having hit her goal for the day, she dials her cell phone to reserve a 1:00 p.m. appointment at the spa for an unexpected but well-deserved pedicure.

And in the blink of an eye, a great day begins to take a quick slide toward an average one, all because Christine started her process by setting the wrong goals.

The Problem with Traditional Goal Setting

Everyone knows the importance of setting goals. The problem is in the type of goals people set.

Many direct sales and network marketing professionals operate with what are commonly called, “Yes-Goals”… number-specific goals for the amount of times prospects say, “yes.” This approach – while it’s the one we’ve all been taught to use and follow – is significantly flawed for one main reason. Once we achieve the objective, we tend to divert our attention to other tasks or reward ourselves for our success. And how do we reward ourselves; by slowing down, taking a day off, shopping or catching up on paperwork.

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