Skill + Do
Determining how you will measure goals is crucial to setting goals. It’s easy for revenue-based goal setting, but account and skill goals need a specific measurement framework.
Only two things really matter about goal exercises: one, you must write them down, and two, you must measure them throughout the term of the goal.
This being the 16% mark into the quarter, it’s a good time to review the non-revenue goals you set a few weeks ago.
To get into the TOP 10%, you must establish a goal-setting protocol that focuses on specific account and skill goals. For example:
Account: Grow ACME Inc. by 30%";
Skill: Improve negotiating skills so I CAN grow ACME by 30%".
Use this SMART protocol to review your progress against your goals:
S: Specific. Do you need to edit your goals to make them more specific? It’s perfectly fine if you do. Generally described goals won’t help you at all.
M: Measurable. For example, how will you know if you’re a better objection handler on September 30 versus when you set the goal on April 1?
A: Achievable. If you are high-fiving yourself because you’ve already nailed your goals, maybe, just maybe they were too soft to begin with. Again, go for the edit.
R: Relevant. Have there been significant changes inside your customer’s org – or with your offering – that affect how germane your goals are? If so, edit the goals!
T: Time-bound. Well, hey, you’re 16% in on Q3, and that means there are 10 more weeks to accomplish your goals.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
"Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude." Thomas Jefferson
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