Are you ready to spring ahead with SMART goals?

The promise of warmer weather coincides with the reality of the first quarter coming to a close. It is often time to review sales reports and evaluate actual revenues against budget.  Year-end forecasts will be revised and questions about profitability will arise.  You may find yourself asking: If the right people appear to be doing all the right things, then why aren’t sales revenue growing?

 The answer to this question is not as perplexing as one might think.   The response to this question will become clear with the setting of SMART goals.  “Proper activity and result goal planning is the foundation of a successful sales person.” (BDU Sales Workshop Manual)

• Specific
• Measurable
• Aligned with Company Goals
• Realistic
• Timed

When listing your  Specific goals, it is important to categorize them by how relevant (Essential, Important, Desirable)  they are to your business success.  Have you looked at your past business to identify the source of business  and clients?  This will help you identify activity goals for you and your company and where your time should be spent.

Is there a system in place to Measure or evaluate if the goal has been met or accomplished?   Determine if the goal will be set with quantitative or qualitative measures.   Examples of tracking activities are face to face meetings, new prospect appointments, follow up appointments, strategic referral meetings, networking events, LinkedIn, agreements/proposals.

In reviewing each person’s activity goals/objectives, be sure that they Align with the company goals for the same time period.

The goals that are set need to be Realistic.   What are your strengths, motivation , experience and resources?   If you set unrealistic goals, then the process will be compromised, interrupted and delivery of targeted numbers will be impossible.

After the list of goals has been set, you are ready for the last step which is Timed.   All types of internal and external variables will impact the timing of your goals and likelihood that you will accomplish the goals.   Starting points to assist you may include the following:  knowing the historical performance at your organization, seasonal fluctuations in the product and service,  and a strong understanding and appreciation of how long it will take you to accomplish each goal.

BDU can help you identify your SMART goals and  roadmap to create the process that will yield profitability for you and your organization.  If you are interested in learning more about SMART, then check out Business Development University’s Classes:

Brynne Tillman, COO Business Development University

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