Why SMART Goals in Sales Fail

Credit: Gratisography Most sales professionals have sales goals and in many instances these are mandated to be SMART goals. By the way did you know that Zig Ziglar was the first salesperson I found to talk about SMART goal setting? Just as a fresher the acronym SMART stands for: Specific Measurable Attainable Realistically set high (Stretch) Time driven or target date Daniel Pink in his book Drive mentions these criteria and why they fail.  Anyone who understands the Theory of…

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Your Kaizen Action Plan to Increase Sales Is…?

One of the most popular Internet search terms for my website is “action plan to increase sales.”  In reading the book Managing in a Time of Great Change by Peter Drucker, he refers to the Japanese term “kaizen” and explains it as continuous self-improvement.  How many professional salespeople have such a plan? From my early college days, I adapted the old Bingo Sheet and revised it to a quarterly goal sheet. I would write down my goals and then monitor…

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Stop, Take a Step Back and Gain Clarity Around Your Purpose

So what’s your purpose if you are in sales, leadership or some other role?  People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com When we understand our individual purpose, we gain clarity and this supports us as we move intentionally forward. Isn’t it funny we use words all the time and think we know what they mean?  Take the word purpose. This word has Latin…

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