Archive for Goal Setting

Redefining Possible

Posted in Goal Setting, Motivational with tags , , , , , on September 1, 2014 by Dustin Hillis
Redefining Possible

Redefining Possible

I remember it like it was yesterday.

I was on track to break the all-time company sales record at Southwestern. It was a feat that only one person had accomplished out of 150,000 salespeople within the 159-year-old company.

My first three weeks of trying to break the record I didn’t even come close to hitting the numbers that I needed to in order to exceed the record.  There was another gentleman that year that was on the same track as me and also had the goal of breaking the company record.  His name was Dave Brown. The difference between Dave and me was that Dave was actually on track to break the record during those first three weeks.

I remember thinking every day, “Gosh, I can’t believe that Dave is beating me!”

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7 Steps To Courageous Goal Setting

Posted in Sales Coaching with tags , , , , , on April 3, 2012 by Dustin Hillis

Over the past 30 years, there has been one habit that I thank God for everyday…. the habit of Goal Setting.  I started contemplating this on a trip recently when I was surrounded by my friends at a condo on the beach in Florida.  Goal Setting is a habit that all we all share and we were discussing our experiences with setting and reaching goals.


One of my favorite experiences with goal setting was as a 20-year-old kid.  I set a goal to break the over 150-year-old sales record at the Southwestern Company.  This meant I had to sell more then what over 150,000 top-notch salespeople had ever sold in a single summer… and I did.

My wife Kyah Hillis is one of the best goal-setters I’ve ever met.  Whether her goal is to break the Southwestern Company all-time sales record (yes, she held the record I broke :)) or starting a mobile fashion accessories business, she has formed the habit of hitting her goal.

Dave Brown is one of my best friends and business partners, and while in college Dave played not 1, not 2, but 3 college sports and broke sales records with Southwestern Advantage during the summers.  Dave sets goals on a quarterly basis that other people think are impossible… and he always hits them.

The habit of goal setting and believing anything you can think of and commit to can be done is a habit that everyone can learn and do.  As a kid, I wanted to be a starter on the 9 & 10-year-old basketball team.  I never achieved that goal because I was afraid of what people would expect from me if I achieved that goal.  My fear was the fear of success.  Fear is the only reason people don’t set goals.  Fear is the reason people don’t unconditionally commit to achieving their goals.  Fear is the devil.

Courage is defined as boldly moving forward and taking action in the face of fear.  It takes courage to set a goal, unconditionally commit to it, and see it through to the end.

Here is a 7 step formula for Courageous Goal Setting:

1. Dream.

Unplug from reality and stop listening to the business of the world and let your mind wander to the corners of your imagination.  What kind of person do you want to be/be more like? What are the things you want to do?  What are your dreams?

2. Write out your goals.

3. Make your goals S.M.A.R.T.

S- Specific
M- Measurable
A- Attainable
R- Reviewed
T- Time Frame

4. Share your goals with people who can help you achieve them.

Do not share your goals with people who cannot help you achieve them… some people don’t like to see other people succeed.

5. Visualize what it’s going to look like after you achieve your goals. 

How are you going to feel?  Who is going to be with you?  What are you going to do after you hit your goals?

6. Make your goals visual. 

Create a vision board with pictures of your goals.  Place your vision board on the wall that is directly in front of where you work and look at it all day long.

Here is a picture of my personal Vision Board in my office:

Dustin Hillis Vision Board

Dustin Hillis Vision Board

7. Unconditionally commit.

Quitting is not an option.  It might take 5-10 years or it might take a year, a week or an hour… but no matter what, never ever lose sight of your dream.

Calvin Coolidge said it best:

“Nothing in the world can take the place of Persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determination alone are omnipotent.  The slogan ‘Press On’ has solved and always will solve the problems of the human race.”

What is your goal?

Sales Tips from Batman and Sun Tzu!

Posted in Motivational, Sales Coaching, Sales Tips, Selling Techniques with tags , , on January 5, 2010 by Dustin Hillis
Sales Tips, Goal Setting, Sales Training, Sales Coaching

Sales Tips from Batman

The best way to reach your goals is to be a do-er and not just a talker.   As batman says in Batman Begins “It’s not who I am underneath, but what I do that defines me.”  It’s easy to say “this year I’m going to x, y, or z”, but it’s another thing entirely to stick to the plan and follow through.  So, here are some quick tips for following through with what you start and make this year the best it can be.

Set realistic goals – but set the bar high!  “Shoot for the moon, and you might land amongst the stars”

Make sure your goals are actually attainable…chances are you won’t become an rock star, buy a Ferrari, and move into a mansion this year…but you can still aim high.  When setting your goals make sure to base them on activity not results.  I learned while working with the Southwestern Company that the definition of Unconditional Confidence is “I do not expect success all the time, but due to the belief in my own abilities.  I can be fearless in the moment.  Knowing my self-worth has nothing to do with the outcome.  So when the pressure comes I can be fearless.  Knowing sometimes I will do well and sometimes I won’t, regardless I know failure is temporary and success will happen with perseverance.” This quote reminds us that we need to focus on our work habits and controlling the controllable this year, and not spend time trying to make a certain amount of money or result focused goal.

Make a chart or spreadsheet of benchmark and milestone “mini-goals” on your way to the big overall annual goal.  For example, if you want to be the top company earner for 2010, do some math and figure out what activity you have to achieve each quarter, each month, right down to the everyday in order to make that happen.  Put it in black and white and remind yourself of your activity goal each and every day…this is true for everything from your diet to your relationships.  Success is about knowing what you want AND having a specific and measurable game plan to get there.  Then cut out pictures of what you want to do this year and post them up where you can see them to remind you of your goals daily.

Sales Tips, Sales Ideas, Sales Coaching, Sales Training

Sales Tips from Sun Tzu

Emotionally prepare yourself for setbacks.  Make a list of things that could go wrong this year and throw you off track from hitting your goal.  Then make a list of way’s you will handle the issues that might arise during the year.  Sun Sui says in his book The Art of War “The battle is won before the war ever begins.”

Don’t be too hard on yourself.  So you missed a benchmark…don’t throw in the towel.  This is a common response to short term failure.  If you allow yourself to abandon your goal because of one missed benchmark, you’ll NEVER make it to the top.  Instead, let it go, and reassess your plan to get back on track.  Ask yourself this… “Does (whoever you consider the most successful person in the world to be) throw in the towel if he/she misses a benchmark every quarter?”… Or ask yourself “what would Batman or Sun Tzu do?”

And finally – find an outlet…Remember ‘all work and no play makes Jack a dull boy’…successful lives are balanced lives.  If you spend ALL your time focusing on one thing…even if that one thing is a GOOD thing – you’ll get burnt out.  Prioritize your life so that goals are not only attainable, but enjoyable.  If you want to go on a trip this year… just do it!  There is never a “good time” to do something you want to do.

In summary- Set high goals, focus on activity not results, have a game plan everyday, actually DO what you say you will do, and have fun!  The time is now- Seize the Day!  Carpe diem!

(Carpe diem is a phrase from a Latin poem by Horace. It is popularly translated as “seize the day”. Horace uses the word to mean “enjoy, make use of.”)

The ideas in this blog were brought to you by Southwestern:

These are the secrets embraced by everyone at the Southwestern Company – Southwestern Company is considered the premiere training company in the world by the Direct Selling Association, and with over 150,000 professional sales people who have gone through their program over the past 155 years.  For more information on how you can get quality sales training for yourself and your company contact us at

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