In the last post, I talked about some of the reasons we set goals. In this post, we’ll get into the details of not only establishing SMART goals, but also documenting them, which is just as important.
I was a sales engineer throughout most of my career. Every year at the national sales meeting we would go through the exercise of goal setting. I hated it, I guess because they made us do it. I worked for three companies during those years, and they all attached a great deal of significance to the process. They would start with the company forecast, break that down to regions, than individual salespeople, and give us all our quotas. We would then break our quota down to the number of sales calls necessary to obtain that level of business, based upon averages. We would take it all the way down to number of phone calls per day necessary to get the required number of appointments. You get the picture.
I hated goal setting because the company set the objectives. In this section we will start from scratch and define our own goals. Believe me, it is more fun.Continue reading