Click to download the 30 Days to Dollars Worksheet
This week Chris shared with me that a staggering 94% of New Years Resolutions are broken within the first 30 days. Often times those resolutions are actually goals. A goal is tied to a specific achievement that you want to make. Some examples of goals include: completing the Honolulu Marathon, climbing Koko Head, taking a trip to Disney World, or (in sales) doing a certain volume of sales.
When setting your goals, you should make them S.M.A.R.T.
Time based or time sensitive
Notice that in my first example the goals only contained some, but not all, of the 5 SMART criteria. The most often forgotten criteria is setting a time or deadline.
[quote_right]“A goal is a dream with a deadline.” -Napoleon Hill[/quote_right]
With just a few more steps of clarity, you can improve your goals and make them achievable.
Original goal: “I will complete the Honolulu Marathon.”
New SMART goal: “I will complete the Honolulu Marathon, which is 26.2 miles, on December 13, 2015.”
Specific = Yes, it describes what I’m going to do.
Measurable = Yes, I can measure the goal two ways: 1) did I cross the finish line after 26.2 miles and 2) Did I finish it by the date.
Achievable = Yes, people aged 6 to 92 have finished, so I can too!
Realistic = Yes, based on time and training. Should I train? Of course!
Time Based or Time Sensitive = Yes, on December 14, 2015 I will know the result of my goal.
Without goals in sales we often become frustrated and feel like we are in a rut. With no purpose to our daily activities and a lack of motivation and enthusiasm. With all of these negative forces it becomes difficult to achieve, or even come close to, the results we desire the most.
Let’s get out of the rut together! Pick 2-3 goals and apply the SMART criteria. Write them down and read them daily.
For those in sales it can be units, volume, gross, or net commission. Once we have the goal defined then it is time to create activities that are proactive. Proactive is defined as “an action creating or controlling a situation by causing something to happen rather than responding to it after it has happened.” Notice it says “causing,” and in order to do that we need actionable steps. The phone typically does not just ring with opportunities. We must seek out opportunities and cause them to occur either through our actions, engagement, or skill.
[quote_left]”If you always do what you’ve always done, then you’ll always get what you’ve always got.” – NCIS[/quote_left]
I created a 30 Days to Dollars Worksheet for those who need a helpful guide to assist them in activities that are proactive. Fill out this worksheet weekly — set a goal and measure the results. At the end of the month, total up both your goal and actual results. Once you are measuring your goals and actual results then you have the insight to make any adjustments needed.
For example if you are sitting open house weekly, but don’t seem to add people to your client management system, then the solution is build your skill. Work on your skill for 2 or 3 weeks and then measure to see if the result changes. Remember, do not continue to do what is not working. Change according to the result, then you will achieve your goals!
Good luck with your goal setting!