Have you heard of S.M.A.R.T goals? SMART stands for specific, measurable, attainable, relevant, and timely. Think about the difference between saying “I will lose weight this year,” and “I will lose two pounds per month this year.” Which one sounds smarter?
The second one has all the components of a S.M.A.R.T goal. It’s specific as to what you want to accomplish, it’s measurable as you can weigh yourself each month, it’s attainable it is a reasonable amount of weight to lose, it’s relevant to your health, and it gives you a reasonable time frame. The original statement was too vague to measure and is unlikely to help you on your weight loss journey. You can apply this same method to your work goals. Let’s break it down further.
Your goal should be written in a clear and concise manner. It should be specific enough that it is obvious even to an outsider. Use “the five w’s” as your guide – what, why, who, where, and which.
If your goal isn’t measurable, how will you know for certain that you’ve made progress? Always find a way to answer the question, “how much?” or “how many?” It will keep you on track.
Sometimes called “achievable,” you want to make sure your goals are reachable. For example, if you’re trying to lose weight, don’t set your goal to lose ten pounds in a week. Start with two pounds, and work from there. In the sales world, don’t set your goal at 10 sales per week when you normally only close on two. Aim for four or five, instead.
Similar to “attainable,” you want to make sure that your goal is relevant to your needs. For example, don’t set a goal to close on 50 Medicare Advantage sales in April. You may want to set that goal in the fall, during AEP season, instead. You’ll be much more productive if your goals are actually logical for your current state.
When do you hope to complete your goal? Have a date in mind of when you’d like to achieve your goals. Additionally, set markers along the way so you can check your progress. For example, if you want to make 50 sales in a month, figure out how many you’ll have to sell per week. Then, at the end of each week, you can look at how far you’ve come in achieving your goal.
Have you set S.M.A.R.T. goals for AEP yet? With just a few weeks to go, lock in your sales goals so you can stay on track!