SALES OBJECTIVES

Measurements for Success

Successful salespeople aren't just successful because they've got their nose in the right place. Its also because they make sure their objectives are SMAC.

Objectives Must Be SMAC (Specific, Measurable, Attainable, & Compatible)

Specific

For example, achieve $X in revenue selling Y product in the 1st Quarter of that year, or accomplishing specific and detailed, itemized tasks within the time period.

Measurable

(Specific time, quantity, revenue, or tasks, etc)

The objective must be Objective as opposed to Subjective, and must be measure-able in time, units, money, or some other method. Otherwise, how will we know if we've ever achieved it?

Achievable

The objective must be achievable.

Both parties negotiating the objective must agree that the objective is achievable. Objectives which are not achievable mislead management and investors of the company, as well as, cause undue stress, and de-motivate the salespeople.

Compatible

Both personal and company wide.

The objective must be Objective as opposed to Subjective, and must be measure-able in time, units, money, or some other method. Otherwise, how will we know if we've ever achieved it?