posted by Michael Jackson on Life, Sales

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Did you know that 78% of the people who set New Year’s resolutions fail? That means only 22% actually achieved their goals. Those that succeed have one trait in common. They write their goals out.

Setting a goal is simple yet a lot of people choose not to do it because they don’t see a need to write it down, hence the 78% who fail. Goal setting is simple if you use the S.M.A.R.T.E.R.  Method.

• S – Specific

  • Don’t be vague. Write down want you want to accomplish specifically.

    • A specific goal will usually answer the five “W’ questions.

      • What: What do I want to accomplish?

      • Why: Specific reasons, purpose, or benefits of accomplishing the goal.

      • Who: Who is involved?

      • Where: Identify a location.

      • Which:  Identify requirements and constraints

• M – Measurable

  • If a goal is not measurable, it is not possible to know whether you are making progress.

  • A measurable goal will usually answer questions such as:

    • How much?

    • How many?

    • How will I know when it is accomplished?

• A – Attainable

  • The third term stresses the importance of goals that are realistic and attainable.

  • Identify previously overlooked opportunities to bring yourself closer to the achievement of your goal.

  • An attainable goal will usually answer the question:

    • How: How can I accomplish the goal?

• R – Relevant

  • Is what your currently doing helping you achieve your goal?  If not, then stop and look for ways that can help you achieve your goal.

  • A relevant goal question will usually answer the question:

    • Is what I’m currently doing moving me closer to my goal?

• T – Time-Bound

  • A goal without a deadline is just a dream.  You must schedule a target date when the goal should be completed

  • A time-bound goal will usually answer the question:

    • When?

    • What can I do 6 months from now?

    • What can I do 6 weeks from now?

    • What can I do today?

• E – Evaluate

  • Evaluate your progress at set intervals.

  • This will help you identify obstacles that you may have not thought about before setting your goal.

• R – Reward

  • Now that you have accomplished your goal it’s time to reward yourself.

  • Positive rewards help us stay motivated.

Example: My goal is to sell 40 widgets a week.

Specific, Measurable, & Time-Bound: 40 widgets a week

Attainable: The goal is just 5 widgets more a week

Relevant: Is talking to co-workers about what happened on TV last night helping me move closer to my goal. Better scenario: role-playing sales closing techniques with co-workers.

Evaluate: If the goal is to sell 40 widgets a week you would need 8 widgets a day for five days. At the end of the day you need to evaluate what went well and what you would change to improve your sales.

Reward: You hit your goal, Congrats!!! Reward yourself for accomplishing your goal. Buy yourself a steak dinner or go shopping and buy a new outfit.

This is a new year so start it off right by being S.M.A.R.T.E.R. when setting goals!

Tags: Life, Motivation, Sales