The_Essential_Manager_s_Handbook

182 / KNOWING YOURSELF

Raise my profile within

the company

Spend a year in brand

marketing

Attend a sales

management program

Spead five years as

a sales executive

Develop an excellent

sales record

Pass the Institute’s

exams

Creating a success map for

your future

A success map is a useful tool for

thinking through the key actions you

need to take to achieve your goals and

for representing these in a single picture.

• To create your success map start^
  from the top—your ultimate goal.
  Write this at the top of your map.


• Think about how you will achieve this
  goal. For example, imagine your vision
  is to become sales director for a major
  pharmaceutical company. To achieve
  this goal, you will need to have been
  a regional sales manager for three
  to five years, to have handled some
  major clients within your portfolio,
  and to have gained a professional
  sales qualification. These objectives
  become the second-level goals on
  your success map.


• Next, ask yourself how to achieve
  these objectives, and fill in the next
  level of your map.


• At all stages, use arrows to connect
  later objectives that are dependent
  upon your having first achieved the
  earlier objectives.


• To check that your success map^
  is complete and follows a logical
  progression, work up from the bottom.
  For each objective, ask “Why am
  I doing this?”—the answer should
  be to obtain the objective above.

Success map for an aspiring

sales director

To become sales director,

you will need to have been

a regional sales manager

for three to five years and

gained a sales qualification

US_182-183_Planning_the_future.indd 182 30/05/16 3:03 pm