By Scott Nichols
Today, let’s talk about goals. Okay, before you turn the page because of another boring article about goals, just give this one a chance. This one will be different; I promise you that. Of course, we will be talking about goals but we will be talking about them in a different light. The problem with goals is that life gets in the way and our motivation lasts only so long. But, what if goals actually do work, but how we use them and implement them is wrong? What if we could find a way to keep our goals going strong? We all know that if all our goals were achieved, it would catapult us to a new level. Imagine what it could do for our staff and your stores!
Part One – 75-Day Program
I am currently on day 43 of a 75-day program. It’s not a challenge but a program that I committed to. I wanted to see if I could do it because all other programs or goals I have set failed. Think about New Year’s resolutions, how many have you set and failed? How many even do resolutions anymore? I sure don’t! Past resolutions were always well intended but as the days went on I lost motivation and went back to my normal habits. And right there was the problem: I lost motivation. Why is that? It’s similar to when a sales associate does really well after training but as the days go on their sales go right back to where they once were. The sales associate was all excited and confident after training, so what happened? Let me give you a little background on the 75-day program I am doing first.
The 75-day program consist of:
This program, in my opinion, does a great job on helping people reach their goals. It has six steps and each one can be a challenge. Each day in itself has its own challenges but now add six more “things” you now need to do? That seems insane, and I think that is what has drawn me to this program. I really didn’t know what to expect when I started this program, but what I do know right now is I will finish it.
Trust me, I will tell you how this relates to tanning, but I want to point out a few of these steps that I found important.
Now why am I telling you this? It’s simple: Too many (including myself) say we don’t have enough time. I say you’re wrong and you’re just not willing to put forth the effort. Everyone has 24 hours, and everyone is busy, but what are you busy with? What can you afford to give up to introduce something better in your life?
Part Two – 75 Days to Change Your Sales Program
The reason most training fails is because it doesn’t impact you enough. There needs to be enough impact that it changes your habits. For instance, receiving training once every quarter doesn’t have enough impact on your selling habits. As stated before, it will change your sales for a few days, but shortly after you will be back to your old habits.
What if you had a program that you did for 75 days vs. training that happens every quarter? I think you will see a tremendous improvement.
Here are the three things that I would work on each of the 75 days:
You might say that you don’t have 45 minutes, and I will call you out on that. I can hear people saying how they don’t’ have the time. You don’t have time to spend building your business? Then this is exactly why you need to do this. Spend just 45 minutes one time, that’s right just once, and give yourself the task of finding how you can incorporate 45 minutes a day building your business. You might have to wake up 45 minutes earlier, which means you need to go to bed 45 minutes earlier which means you might have to stop watching one more TV show before bed.
Once you have incorporated 45 minutes, can you take another time frame and do the same? I am talking about 1.5 hours a day building your business. I don’t recommend you doing 1.5 hours all at once but split it up. Do one 45 minutes in your office or store and do another 45 minutes away from the store. The idea is to push your abilities to a new level. If you were to do this 5 days a week, you are spending almost 400 hours a year looking at your business and building it.
If you reread the first paragraph, I talked about goals, and I asked to give this article a chance. See, the real point of this article wasn’t about goals, but it was about changing your behavior to create new habits. Our habits are formed usually by comfort and by doing things that make us feel safe and happy. If you’re not used to writing an after-action report during shift, then you need to create this new habit. If you’re not used to reading 10 pages a day, then you need to start doing it today. This all can be difficult, but if you do it one day, you can do it another. If you can do it two days, you can do it three and so on. What is being asked of you won’t take up too much of your time, but it will change what you do with the rest of your time.
Each of these three steps complement each other. You won’t know if reading 10 pages a day will help unless you see some type of daily progress report. After a week or two, you can see the progress that is being made. The third step comes in to play as the most important step. This is where you can study what is happening in your business and make the changes. The after-action reports will give you exactly what you need to improve your staff, see what specials are working and much more. If you are struggling on how to improve your business, make sure our 10 pages a day are related to this.
This whole process can be an amazing experience. It could have a huge impact on your business if you follow through on it. These are just three steps that you could do for the next 75 days. The result will be new habits formed, progress shown daily, staff that is trained and motivated, and almost 400 hours building your business. It’s up to you if you want to get started. Either way, I challenge you to mark off 75 days from today on your calendar on your phone. When that 75 days happens (because it will), either you will be happy you started or regretting you never did. 75 days is coming!