EMC Publications

Goal SettingContact usMarketing & Sales Tips

How many times have you heard the old adage, “You can’t measure what you don’t track”? If you want your team to succeed, you need to create written goals and review how you’re achieving them on a regular basis.

Start by developing SMART goals: Specific, Measurable, Attainable, Realistic, Timely. Specific could be a number of calls each week, a percentage increase in cold calls, a $ increase in sales, etc. Measurable entails that you have tracking mechanisms in place to measure each of these items, so if you’re tracking calls, be sure everyone is checking off how many calls they make each day. Goals should be challenging but they must be attainable. Creating a goal do double sales will only demotivate your team. You also need to provide your team with what they’ll need to make those goals realistic in the current economy. Lastly, ensure that each goal has a specific time element associated with it. For example, you may want to increase sales 10% by December 31, 2013.

All goals need to be written down and then reviewed on a weekly, monthly, and quarterly basis. Don’t just wait until the end of the year to track success, since you won’t have time to revise your strategies to make up for a shortfall.

Share This Information

Contents