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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Why SMART Goals Are No Longer Enough

SMART goals have been with SMB sales professionals and owners for over 50 years.  Yet how many executive leaders and salespeople consistently fail to achieve both professional and personal goals? As SMB has evolved, now is the time for SMART goals to evolve as well.  In the past, the SMART acronym was: Specific Measurable Achievable Realistically set high Target date, time driven Lee Iaccoca is quoted as saying: “The discipline of writing something down is the first step toward making…

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