So far, we've talked about making your goals specific and measurable. Next, we have to make sure they're attainable.
Let's break this down a bit.
"Attainable" basically means that you can actually do what you set out to do - that it's within your ability to accomplish.
If your goal is to win at least $200 Million by playing five tickets in the Powerball lottery this Wednesday, that's specific and measurable. The problem is, it's not within your purview to make happen. You have to rely on luck and hope more than you rely on yourself. When you rely on miracles or beating untenable odds, that's a good indication that you've got an unattainable goal. You're a salesperson, perhaps a good one, but you're not Indiana Jones or Merlin the Magician! It's for this reason that some people call the "A" in S.M.A.R.T. "actionable," meaning you have to be able to take the necessary action to plausibly accomplish the goal.
So when you select an attainable goal, look to see what you can personally cause. What could you shoot for that isn't predictable and that would be a real victory for you? A good goal should stretch you and make you grow. Having a goal of setting one appointment by phone out of 100 calls would be uninspiring and probably predictable. Shooting for five, however, might be a breakthrough for you, and would force you to really bear down and cause something for yourself.
Send any questions, comments, stories, or sales problems to dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: A successful outcome to a sales presentation that doesn't result in a signed contract could be anything that you and your coworkers agree on that would be a reasonable signal that the prospect has taken action toward the next step in the sales process. Setting another appointment, agreeing to be contacted at a later specific day and time, or getting a promise of an order by a specific time might all be good, measurable outcomes.
THIS WEEK'S HOMEWORK: Every day this week, create a specific, measurable goal that is also attainable for you. Make it simple, and make it a bit of a stretch. This can be work-related or non-work-related. Just begin to get into the habit of establishing a good outcome before you engage yourself. Be brave, and begin to take some new ground!
Please take a minute and let me know how you're doing out there. Have these tips been helping you?
