SETTING OBJECTIVES

Sales objectives enable us to have measurements for success and also to monitor our improvement. Sometimes we have our objectives given to us by our manager, but we should also have our own objectives which we keep privately so that we can monitor ourselves on the road to success.

Afterall, the road to success is always under construction.

Successful sales people set their objectives to meet the acronym SMAC. (Specific, Measurable, Attainable, & Compatible)

SPECIFIC

For example, sell £100,000 worth of product within a certain time frame, make 30 outgoing calls per day, find 3 new prospects per week, close 5 new customers per month etc. Remember they are not called Subjectives after all, so they must be specific so that you will know if you achieve them.

MEASURABLE

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

The objective 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.

Make sure the objectives are reachable. If you are agreeing the objectives with somebody else, 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. Don't give yourself or others objectives which cannot be achieved, and never agree with your manager that you will achieve an objective you know you will not.

COMPATIBLE

Both personal and company wide.

Objectives must be in line with company objectives, as well as, in line with the individual's personal objectives. (i.e. income)