Johnson explained that the process also includes writing down in 250 words or less what the key sales goals are and what is desired from the results. He says also to frequently revisit those goals to ensure current behaviors match the intended goals.
Knowing how to sell is an important aspect to sales. But modifying sales activities based on prior results can be more important, according to the book, The One Minute Manager.
The concept of the One Minute Manager is comprised by three methods, the book's author said, One Minute Goals, One Minute Praisings, and applied One Minute Reprimands.
"One Minute Goals," the book's author Spencer Johnson states, "work well for me when: I focus only on what is important to me -- the 20% of what I do (my key goals) that get me 80% of my results."
One Minute Praisings begins with acknowledging when something is done right, the book says. Analyze what was done right and tell oneself how good it feels to have been on target. And when praising for a job well done, Johnson says, "I remind myself that I am a worthwhile person and that I like my self."
He adds that this is a method to be used frequently because "when I feel better about myself I produce better sales results."
When things are not going as planned, it is easy to begin feeling negative but there are ways to learn from mistakes while still feeling good about one's self. Johnson advises salespeople to use One Minute Reprimands as soon as they realize their behavior is unacceptable to themselves. "I tell myself that while I do not like my behavior, I do, nonetheless, like myself."
He said to remember to reprimand the behavior but acknowledge it isn't necessarily reflective of "you" as a person and to realize when the reprimand is over -- it's over.
Then he says, "I laugh at my mistake and get on with enjoying both my work and myself!"