SMART Sales Philosophy
Peter Drucker’s Management by Objectives afforded us SMART, which is the need to set goals for yourself in order to achieve and progress your career. Peter was obsessed with defining objectives. There are many leaders that feel by setting objectives, you fall away from the Plan. A plan needs to be flexible, but the creation of objectives is a static commitment that could lead strict adherence to something that should change with time.
The way we face this situation is by knowing where people are in their development toward an objective that stretches their effort beyond normalcy. If we set far-reaching objectives, we enable people to be their best, and account for fluctuations that would make it easier to attain goals. The S-M-A-R-T model is constant, and applies to every minute of every day. You have to equip yourself with the ability to adapt to knew situations. If you commit to making 100 calls in one day, and convert 5 clients in that day, you are setting an objective that is attainable, and will motivate you. If you achieve the objective, you must ask more from yourself the next day, otherwise you will not be motivated to move higher in the rankings.
By adapting to your new success by asking more of yourself, you are moving in the right direction. You are using SMART measures to grow. This notion of SMART is macro and micro, daily, weekly, monthly and yearly. It moves you along, and keeps you focused on the task at hand. The reality is that you SMART goal must be Specific (S). It has to zero in on the objective you demand from yourself or others. The more specific it is, the easier your measure of success. This takes us to (M) and Measurable. It must be measurable, or you will not realize your success. Float the objective toward knowing if you achieved it by a simple yes or no questions. Did you receive 90% positive feedback from your clients in Q3?” If you have a survey that is sent out, this number is easy to measure, and simply answered with a yes or no. Next, we move to Achievable (A), and whether or not you are setting a goal that can be met. You must reign in ability and high achievement, setting the bar to a level that promotes success that is beyond expectation. We also have to look to Realistic (R), and ensure that each SMART goal is attainable, and not some far-fetched idea that will never be met. Finally, we have to base ourselves on Time (T), and all of our goals need to be time-based, so that we can achieve results when needed. People work toward timelines, and they will do what it takes to achieve within timelines, rather than outside of timelines.
SMART will change the way you interact everyday. You can reach for the stars once you have found the stratosphere. These goals allow this to happen. You can incrementally make it where you need to be. You can be proud of the small things that help you achieve within the big picture. Not each goal leads to more money, but as you incrementally achieve small goals that align with business objectives, your business will certainly be better off.