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 10 - 11
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Laugh and your world changes
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Today - May 9
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Wow a customer, get a referral
Read MoreAsking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.
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May 8
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TOP 10% meeting prep
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May 7
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Today is Give Yourself a Break day.
Read MoreIndeed, you deserve a break today…and tomorrow. Be as good at practicing self-deprecating humor, grace, and forgiveness as you are at practicing your presentations.
"Start where you are. Use what you have. Do what you can." Arthur Ashe
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