09/05/2012 - 10:50

Why can’t you reach the goals you set?

09/05/2012 - 10:50


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GOT goals? Millions of words have been written about goals. I’ve written thousands of them. Ninety-nine per cent of the words focus on ‘how-to’ set and achieve them in one form or another. 

Books, articles, videos, seminars, online courses, and of course, classic classroom learning – everyone sets goals. Some people set them on their own; others have them set for them (sales goals, sales plans, sales quotas). Some people make elaborate game plans for goal achievement, some write them down in their day planner, while others just cut out a picture from a magazine depicting something they wish they had, but don’t (car, boat, house, holiday).

Me? I post my goals on my bathroom mirror. In plain sight.

Many seminar leaders and motivational speakers claim that fewer than 4 per cent of all people set goals. Baloney. Everyone has a goal, or many goals. If you’re looking for a category that fits the 4 per cent number, it’s the people who actually achieve the goals they set.

Have you ever set a goal you failed to achieve?
Ever stop in the middle of a goal?
Ever fall back to your old ways?
Ever miss your sales goals?
Of course you have. Everyone has.
Want to know why?

It’s because goals and intentions are linked. Intentions actually precede goal setting. If you fall short of intention, you will not likely achieve the goal you set. What a simple, powerful concept. And, what a truth.

So, what are your intentions? What do you intend to do? And the rest of the actions to achieve it will follow.

Goals or intentions – which are more powerful?

You may have a goal, or you may have been given a goal, but your intentions will dictate the outcome of the effort (or lack of it).
What do you intend to do?

Think about these questions:

• What do you want to do?

• What do you need to do?

• What do you have to do?

• What do you love to do?

• How much do you love what you do?

• Do you dislike what you do?

Now, maybe you can better answer, what do you intend to do?
What you intend to do are the thoughts behind your actions. Intentions are the justification behind your words and deeds. If you intend to manipulate, your words and deeds will follow. If your intentions are pure, your words and deeds will follow. If you intend to achieve your goals, or a specific goal, your words and deeds will follow.

Of course there are ‘types’ of intentions. The easiest to define are ‘good’ and ‘bad’; to intend to do the right thing, or to intend to do the wrong thing. 

Whatever your intentions are, they form the basis for your actions, the foundation for the achievement of your goals, the manifestation of your desires, and ultimately the fulfillment of your dreams.

Maybe you need to write down your intentions before you write your goals. Start each sentence with, ‘I intend to’ or even bolder, ‘By the end of the week I intend to’. Timing your intentions makes them much more real.

Simply put, what you intend to do is what you actually do. Goals notwithstanding, it’s all about your intentions.

An easy way to make your intentions clear is to categorise them. Organise the categories, then write the words to define them. Single words for categories, and sentences to define your intentions.
Categories like personal, career, job, study, read, business, life, family, money, fun, travel, and passion. You get the idea.

Then write what you intend to do, and by when. ‘I intend by this date ...’

Short spaces of time are the best – this year, this month, this week, this day, this minute.

What do you intend to do?


Jeffrey Gitomer is the author of The Little Book of Leadership, and Social BOOM! President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com 

He can be reached at 704/333-1112 or e-mail salesman@gitomer.com © 2012 All Rights Reserved. Don't reproduce this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112 www.gitomer.com.


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