Easy achievements in business or in life are just that easy. When we establish goals that are easy, there is no internal incentive to stretch a little farther, to push a little harder.
This is why salesman, author and motivational speaker Zig Ziglar understood the necessity for goals to have a realistic stretch factor.
Ziglar also recognized the importance of time in setting goals. Time can be a benchmark toward ultimate goal achievement. Without a due date for the proposed goal to be accomplished, it may linger somewhere in Never Never Land along with all the other goals that have yet to be achieved.
By updating Ziglar’s smart goal criteria to the 21st century, possibly more small business owners and sales professionals may have greater success.
A quick review of these updated criteria is:
W = Written
A = Actionable
Y = Yours
S = Specific (Very)
M = Measure times Mindset
A = Aligned to Purpose, Passion and Plans
R = Realistic Stretch
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T = Target Date, Time Driven
Here is one example in comparing the difference between the 21st century goal-setting criteria and the 20th century:
No. 1 – WAY SMART Goal = Close 10 percent more sales than in the past 30 days from those in my sales funnel in the next 30 days by not giving up and staying true to my purpose of being the trusted authority for my clients.
Traditional SMART Goal = I will close 10 percent more sales in the next 30 days.
To ensure consistent goal achievement regardless of what criteria you incorporate requires the right tool. In goal setting and goal achievement, this tool is usually referred to as a goal-setting worksheet. A quick Google search and you will discover many free goal worksheets as well as some with a minimal investment. These sheets once printed allow you to begin with the first criterion – Written.
With the New Year fast approaching, maybe now is the time to invest in changing to the 21st century goal setting and goal achievement. Change is not usually the reason change fails. The reason can be traced to adapting to change. Adaptation is “How do I do what needs to be done given what I now know?” As always the choice is yours as is your success or your failure.
Leanne Hoagland-Smith is an author, speaker and executive coach. Her weekly column explores issues that impact the bottom line of firms with fewer than 100 employees. She can be reached at 219-508-2859.