2/15/2024-Q1 Goal Status

Determining how you will measure goals is crucial to setting goals. It’s easy for revenue-based goal setting, but serious thought is needed when the goals aren’t easily quantifiable.

You’re roughly 45 days into Q1…with another 45 to go. So, that means it’s a great time to review your Q1 goals and see where you stand.

Remember, the goals referred to here are your skill development and account goals, not your Q1 quota. (Don’t forget the age-old maxim: manage your performance, not your results!)

How’s your negotiating going? (Or whatever skill goal you set for the quarter.)

And what about re-singing the ACME account for another year? …how’s that going?

Goals are gasoline – they drive the engine that gets you to Point B.

Hey, guess what…even though you’re 50% through the quarter, you can still revise your goals.

So, when you review your Q1 progress today, consider changing your goals if necessary! (Goals are meant to focus you and guide your work, not keep you up at night.)

If the goals and desired results you set a few months ago for Q1 are unrealistic today, determine what is realistic. At the same time, don’t take your foot off the gas.

Stay aggressive, but at the same time, give yourself a target to hit.

Goals mean nothing without a measurement protocol. The OKR system is good and simple (Objectives and Key Results), but MySalesDay recommends the SMART system because it has more teeth and is simple.

S = Specific. "Break the Acme Inc. account for $100k in Q3" is very specific. "Break the Acme Inc. account" is not.

Measurement. What specifically are the criteria that will measure success for your goals? When it’s an account-based goal, the measurement is easy: break Acme Inc. for $100k. The measurement criteria are there, and the answer will be binary: yes, no. You’ll break it, or not. But what about a skills goal like growing your objection-handling skills? You’ll have to think of ways that can be measured.

A is for Achievable. You want to stretch, but you don’t want to tear ligaments doing it. This one involves some subjectivity, but the issue is creating easy goals.

Relevant comes next, aligning with what the company wants or not. Maybe Acme Inc. is not the type of account the company cares about and, therefore, doesn’t want you to focus on it.

T is for Time-bound. This is set automatically because you’re developing quarterly goals. Your time period is 90 days. Again, simple, right?

Lots of talk about goal setting can get tedious, eh?

"Yes, I know I have to set goals. YES, I know I have to measure my goals."

But what about scoring goals?

Let’s take a break from the serious stuff and watch some futbol players make some unbelievable goals in this 2-minute clip.

Then…back to your goal review!