Sales goals don’t have to get in the way of being a good consultant. You should not be sacrificing quality for quantity. Indeed, sales goals should be viewed as mileposts, waypoints on your annual journey to building a solid portfolio that will accrue to your benefit for as long as you work as a consultant.

The best way to place yourself into the proper frame of mind to become a consultant, versus being a sales rep, is to recognize and implement these rules:

• Know your industry, learn more, then apply your knowledge.
• Know your numbers, track them, then forget about them!
• Know your clients, track them, then never forget them.

By knowing your industry, you can be confident that the information you provide is correct. By learning more, you’ll be able to determine how to maximize the usefulness of the information. By applying the knowledge, you create a feedback loop wherein you actually teach yourself more about your industry!

By knowing your numbers, you will know where you’re going. By tracking them, you’ll know if you’ll ever get there or not. By forgetting about them, you acknowledge that your time is best spent focusing on your clients.

By knowing your clients, you acknowledge that business grows from building a relationship. By tracking them, you demonstrate a willingness to be involved beyond the actual transaction. By remembering them, you create another feedback loop: one that fosters the strengthening of the relationship.

Guess what? If you follow this common sense approach to your consulting practice, you’ll be the beneficiary of that magical manna from business heaven: referrals.

Referrals are magical because they inspire you to do better (know your industry), further your financial objectives (know your numbers) and expand your network (know your clients).

So, put that spreadsheet away, attend a seminar or two and call on your clients!