A salesman very often is given a budget at the start of a new year telling him what he is expected to generate in revenue. It might be based on growth expectations, salary justification, or any number of other reasons. Looking at a total figure can be daunting, though, especially if the salesman is expected to substantially increase his production. Imagine, for instance, the goal was to increase his sales from $1,000,000 to $1,500,000. A 50% increase looks huge, but can it be done?
By taking a large goal and breaking it down into incremental goals, the mountain can be climbed. Take the total goal and divide it by 50 - the number of weeks that will most likely be worked (or 48, if he gets that much vacation). That works out to $30,000/week. Dividing that by five (five working days) brings the number to $6000/day. With an average load paying $2000, that means the salesman (or dispatcher, as we call them in this industry) needs to get three loads a day to make his goal. Now the goal seems much more achievable than it might have by only looking at the total.
The process can also be reversed by examining what a higher average would do to the total. By averaging $8000/day, that's $40,000/week, or $2,000,000 in a year. By having a daily goal, the salesman can also track his progress on maintaining his overall progress. Any day he surpasses the daily goal, he knows he has added to his annual total, and any day he misses the average he's subtracted.
This same process can be a great way to get motivated to lose weight, train for a race, or save to buy a new TV/car/whatever. If I want to lose 50 pounds this year, it sounds really impossible until I consider that I just need to lose a pound a week to do it. A pound and a half means I could lose 75. And that's allowing me two weeks of holding pat (not gorging and gaining it all back, though).
Setting dailing and weekly goals can help motivation, reduce stress, and provide vision in taking on huge tasks. As a wise man explained when he was asked how he could possibly eat an elephant, he simply stated, "One bite at a time."