Skill + Do
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.
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?
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Tomorrow - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
“Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” Wayne Dyer
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