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 - March 18
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On this day, Bonnie Blair was born
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Today - March 17
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Know your product...sort of.
Read MoreGetting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
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March 15 - 16
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Read More
Mindfulness/Self-care
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March 14
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On this day, Steph Curry
Read MoreTo be a top performer, study STUDS like Steph Curry. The engine for high performance is found in the preparation, practice, and repetition of the drills that need attention for game time.
"Start where you are. Use what you have. Do what you can." Arthur Ashe
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