How to Make SMART Goals Work for You

Jan 3

Why It Matters

Before SMART goals, traditional goal-setting was a lot lot like wishful thinking. When you apply the five characteristics of SMART goals, you are making goals that you are more likely to achieve.

We accomplish more when we set and achieve goals. Think of SMART goals as a tool of Management by Objectives.

What Makes a SMART Goal?

Your goal is a SMART goal when it contains these characteristics:

Specific
Measurable
Attainable
Realistic
Time-Bound

Examples

Sales Goal, the Wrong Way

"We will increase sales significantly in the new year."

Specific: no, because there isn't a specific goal
Measurable: no, because there's nothing to measure
Attainable: no, because "significantly" cannot be attained
Realistic: no, because "significantly" is subjective, not realistic
Time-Bound: no, because there is no specific due date; is it a calendar year or a fiscal year?

Sales Goal, the Right Way

"We will achieve $5 million in net sales by December 31, 2014."

Specific: we are specifically measuring net sales
Measurable: every day, we know our year-to-date sales
Attainable: $5 million is a 15% increase from last year's sales
Realistic: a 15% increase is identical to the previous year's increase
Time-Bound: it has a due date of December 31st

Make It Personal

It's easy to create SMART goals that will serve you all year long. Start by writing your sales goal in the most general terms possible. Then convert it to a SMART goal:

Review the "Specific" portion of your goal. Make sure it specifies net sales. Change the wording as needed.
Review the "Measurable" portion of your goal. Make sure you have quantified the specific dollar value of your goal. Change the wording as needed.
Review the "Attainable" portion of your goal. Make sure the goal is appropriate and achievable. Change the wording as needed.
Review the "Realistic" portion of your goal. Make sure it is results-oriented, serving the organization's needs. Change the wording as needed.
Review the "Time-Bound" portion of your goal. Make sure it has a specific due date. Change the wording as needed.

Compare your "un-SMART" sales goal to your completed SMART goal. Look what you've accomplished!

Does your organization have goals for marketing, HR, finance and leadership? Use your new skills to develop SMART goals for each of those business functions.

Mike Goss

I'm Mike Goss, PMP, DTM, Certified Coach. I help sales professionals, project managers business owners achieve more.

Project managers use my PMP Boot Camps to prepare for their PMP or CAPM certification exam. Their new certification opens doors for income and career advancement.

Sales professionals use my Sales Storytelling training to close more sales by touching the hearts of more buyers, and motivating them to buy.

Sales managers and business owners use my Sales Project Management training to turn their sales goal into a project goal. We use the principles of project management to achieve greater sales, greater margins and more referrals.

Author: I wrote "Breaking Through Walls," a business novel about overcoming obstacles.

Speaker: I present keynote speeches and educational sessions on Leadership, Communication, Problem-Solving and Project Management. Clients include the Oregon Department of Public Safety, the Oregon State Sheriffs Association, the Trauma Intervention Program and the Portland Chapter of the Project Management Institute.

https://www.gossconsulting.com