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Most sales teams and businesses set goals and you’ve probably been through some sort of a (at least) annual process that helps you do this as a team. Many goal setting sessions however are a complete waste of time, and leave employees with nothing valuable and lasting. Goal setting is like exercise…doing it regularly and properly will seriously increase your health and happiness. Doing it the wrong way or just for a week or so after New Years is a failure and a waste of time. Let’s see what we can do to differentiate the two...

In order to be effective here are the steps that we follow and hold each other accountable to at Presco.

sales1. Goals need to be focused on…

As in the exercise example above you cannot do this once a year as a New Year’s resolution… You need to make goal setting, implementation and measurement a regular part of your work day. As with any other task scheduling it works best. Set a day of the week or a time of the day or whatever works for you and put it on your calendar to hold yourself to it. If you become overwhelmed with other tasks and skip your goal time then eventually you’ll fail at them. Our Presco sales team has a weekly meeting and we publicly display our goals for that week and measure our goals from the previous week. This helps us focus and work towards success through accountability.

2. Goals need to be specific…

The biggest mistake most goal setters make is not being specific enough. If you talk the goals out with a team member you may realize that the goal you have originally stated is actually two or three different goals. Each goal should be specific enough so that it can be stated, measured as complete and then marked as finished. This leads into…

3. Goals need to be measurable…

Another common pitfall in goal setting is creating goals that cannot be measured. This is the kiss of death. If you cannot measure the goal then there is no way for you to know whether you have accomplished it or not or how you can improve upon it. For example, “Get in Shape” although noble is a very poorly written goal. However, “Do 25 pushups every morning after I brush my teeth,” is a very easily measured goal. This leads into…

4. Goals need to be attainable…

When you start measuring your goals you become more realistic and start to set goals you can actually complete. You then have the ability to grow those goals and increase your success. For example, if you do your 25 pushups everyday for a month then you will find yourself doing 30 one day, then 35 and pretty soon you’ll naturally want to increase your goal to 50 or so. If however you start at 50 you’ll fail at it, it will become a drag and pretty soon you’ll just abandon the goal. This leads into…

5. Goals need to be timed…

All goals should be accountable to time. It’s not enough to say “I will do X or I will do Z.” If you want to be successful you must time the goal. Let’s take our pushups example. If your goal is “Do 25 pushups everyday before I brush my teeth,” you are holding yourself accountable to “Every day” and “Before I brush my teeth.” However if you just say, “I’m going to start doing some pushups,” you lose the entire power of that goal…

Hopefully this helps in your team and individual goal setting!

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