Lead Lines

Goal Setting
Keep it SMART

Sales managers must continually set goals for their employees to achieve. They must also coach reps in setting their own goals. The acronym SMART can help managers remember the five criteria of good goals. In his mrinsidesales.com article “How to Set SMART Goals,” Mike Brooks says they should be:
Specific. “Knowing the specifics about your goal (in any area) helps you envision it more clearly, and anything you hold clearly in your mind you move towards that much faster,” writes Brooks.
Measurable. Being able to track progress improves motivation.
Attainable. Goals that take a bit of effort without being impossible are key. Managers must learn to set goals which they truly believe will be accomplished.
Relevant. “To be effective, especially in the long term, your goals should be relevant to your values and to what you consider to be meaningful,” says Brooks.
Timed. Setting goals that have a timeline helps people stay focused on what they want to achieve. It is also a great motivator.
“The bottom line is that SMART goals have a much higher chance for success than goals that don't contain these time proven principles,” concludes Brooks.