When I first learned about S.M.A.R.T I was in favor of the logic. How would I apply this to sales? Well this is how I do it.
S - Specific. For me the quota needs to be as clear as a newly Windex polished piece of glass. Absolutely no gray in the number. Whenever I received my quota it was binary and I embedded that number into my daily life. My quota was never an approximate number. I demanded clarity. Once I received my specific quota I was off and running.
M - Measurable. Hitting my daily, weekly, monthly, quarterly and yearly quota was measured daily. My sales quota is a specific number so I know exactly where I stand everyday. Literally the first thing I do every morning is look at my pipeline and year to date results. Once I look at those numbers I know exactly what I need to do today.
A - Attainable. I find ways to make things attainable. Putting strategies into play, applying ferocious work ethic and at times herculean efforts to hit quota makes my number attainable.
R - Relevant. Meeting and exceeding my quota requires 100% focus on relevant actions. All my time is focused on scoring big. Distractions are not allowed as I stay laser focused in my journey to be the top producer. If it is not relevant to sales then I do not have time for it.
T - Timely. I am passionate about this one. As stated in my winning formula culture blog, being timely is a critical component of being successful. Being on time means being early. This one is simple but not easy for many. However, I can assure you that if you are timely in your deliverable you will be unique. Trust me on this one gang. Most people are late and lazy, they are not willing to put in the extra effort. Additionally, being early has always produced a positive result.
There you go. In sales when I am S.M.A.R.T I have the advantage. Apply the principles of S.M.A.R.T and see your career skyrocket.