--- title: Stop Drifting | The Sales Blog description: Without personal goals and strong action, you drift. Instead of moving closer and closer to what it is you desire, the strong current of external demands carries you downstream. Sometimes the current washes you up on land far from the destination that you desired and nowhere close to where you expected. The great danger in […] image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! 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Instead of moving closer and closer to what it is you desire, the strong current of external demands carries you downstream. Sometimes the current washes you up on land far from the destination that you desired and nowhere close to where you expected. The great danger in drifting is that it feels like you are moving, like you are getting somewhere, even though you aren’t under your own power. #### The Currents in Sales There are lots of currents in the sales game, any of which can sweep you away if you let them. Not having a target list of dream clients or relying on others for leads is a strong current. Without dream clients as your goal, you will follow the current from [prospect](https://www.thesalesblog.com/blog/dream-clients-vs-prospects) to prospect, bumping into the occasional [nightmare client](https://www.thesalesblog.com/blog/welcome-to-my-nightmare-clients) as you drift downstream. Without the goal of serving your dream clients, you will never do the breathtaking, jaw-dropping, earth-shattering work you were meant to do. Once you have the goal of obtaining your dream client, you can struggle against the current, making the [prospecting](https://www.thesalesblog.com/blog/on-fishing-2) calls and nurturing the relationships that will ultimately allow you to reach your goal. Not having a sales process that identifies all of the outcomes that advance the opportunity and create value for your dream clients is another strong current. Without goals and defined outcomes for each and every interaction with your dream client, you drift away from the opportunity to make a deal; drifting with the current causes your opportunity to stall. With an effective sales process, one that identifies the goals and outcomes you need to move an opportunity from target to close, you can move against the current that is the strong desire to maintain the status quo. [Inactivity](https://www.thesalesblog.com/blog/activity-doesnt-cure-all-sales-problems-but) is probably the strongest current of all. Without strong and compelling goals, it is easy to [dispassionately](https://www.thesalesblog.com/blog/there-is-nothing-sexy-about-being-dispassionate) sit still while time relentlessly marches forward, carrying you further and further from your goal, and shortening the window of time you have remaining to do what you must do to succeed. #### Passion Is the Motor The goals that you make for yourself have the power of passion. If you really want something, you will be compelled to take the action necessary to get it. Your passion is the motor that allows you to power upstream, against the strongest of currents. The goals that you are passionately pursuing are what keep you from drifting. #### Questions What are the goals that you are actively and passionately pursuing? What keeps you from aimlessly drifting away from your goals?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on February 23, 2011 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-10T6:56:05 AM", "datePublished" : "2011-02-23 22:49:54", "description" : "Without personal goals and strong action, you drift. Instead of moving closer and closer to what it is you desire, the strong current of external demands carries you downstream. 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