3 Tune into radio station WIIFM WIIFM RADIO STANDS FOR `What's in it for me'. When was the last time you tuned in? Highly motivated salespeople have highly motivating goals, so what is it that drives you and keep your juices flowing day after day? If it's not com- pelling enough, you will lose your motivation and give up when the going gets tough. It's likely you already have some goals; they are usually called `sales targets'. However, on their own, these are not sufficient to distinguish you as an extraordinary salesperson. These targets need to mean something to you personally. Defining your goals Clear goals are a secret ingredient in achieving sales success. However, the focus in business is normally placed solely on the monetary value of a person's sales performance. This on its own is not a sufficient driver for you to maintain your long-term motivation, particularly on the tough days.