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Goal Setting Part 3: Get Smart

I want to have the top sales force in our entire automotive group...

Now that�s quite a goal! But is it a smart goal? If you haven�t heard the term before, SMART stands for:

Specific
Measurable
Attainable
Realistic
Tangible

Any goal you set should be tested by the above formula. Setting a goal of becoming the top sales force in the entire automotive group doesn�t hold up to the test. That�s because it lacks things like dates, amounts, comparisons, a plan and expected results. Here�s how you might transform it into a smart goal:Make it Specific � Our Toyota Dealership will show the greatest increase in sales per salesperson over any other dealership in our automotive group by the end of the calendar year 2003. We will average 3 additional sales per salesperson per month. We will accomplish this by:

Implementing a process to log every customer contact by February 2003.
Have daily sales meetings to discuss each customer contact and provide a follow up strategy for escaped shoppers - beginning immediately.
Improving our demonstration percentage by 20 percent for each salesperson.
Provide monthly sales training and certification by AutoUniversity.com to begin immediately.
Alter the pay plans to allow a 20% increase for top 33% of performers. Others will benefit as a result of selling more units within the same pay structure.

Is it Measurable? Yes! Since we have made the goal specific, we can measure against other dealerships in terms of sales per salesperson and internal measurements.Is it Attainable? Yes! We have identified the specific areas we need to improve and we have evaluated our abilities. By simply demonstrating an additional half a car per day per salesperson, we will meet our objective. Is it Realistic? Yes! Because we have broken our goal down into a specific category and made it measurable, we have not created a pie in the sky goal.Is it Tangible? Yes! We have increased the pay plan so our team can see the benefits of working the process. They have something to �grab� onto. SummaryIf you don�t know where you�re going, any plan will get you there. You must have goals to be at the top of your game. And those goals must come from inside of you. Dare to dream; and lead by example. Make SMART goals. Don�t leave anything to chance. Here�s to your success!