Selling Strategies: Set AIM SMART Goals for Success

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With 2018 budget and planning in full swing, many sales professionals are hitting the reset button. They’re looking at what really matters and doing more of it. Sales professionals are also reflecting on where they’re spending time on non-essential tasks and finding ways to eliminate them.

Successful people spend at least 60 minutes per week reviewing what worked and what didn’t. At the end of that weekly review, they look at the upcoming week and map out their AIM SMART Goals. The acronym AIM stands for: Acceptable, Ideal, and Middle. That is, defining what is an Acceptable, Ideal and Middle accomplishment or action toward your monthly, quarterly and yearly goals in areas you’re striving to create significant results. Taking the time to put down three separate and varying degrees of an action creates a more thoughtful and committed approach to those goals. An example of the AIM weekly goal setting approach in the domain of personal health might look like this: Acceptable = Drinking 64 oz. of water daily; Ideal = Drinking 64 oz. of water daily and exercising 30 minutes per day five days per week; Middle = Drinking 64 oz. of water daily and exercising 30 minutes per day two days per week.

When you take the time to review your performance against your plan each week, you will see your success rates soar.

Many sales professionals are already familiar with the acronym SMART, but here is a refresher: Specific, Measurable, Attainable, Realistic, and Time Bound.

Beyond the professional aspect of goal setting is life goals, which are typically centered within eight domains: personal finance; career/profession; family/parenting; personal development; spiritual; fun and enjoyment; relationships — intimate and social; and health.

Similarly, sales management goals are centered around these eight domains: leadership and coaching; funnel management; ride alongs and customer interaction; key performance indicators and metrics; fun and team; personal development; reporting and administration; talent and recruitment.

A successful sales manager takes time to reflect on what needs to be done each week to stay ahead of his or her competition. An exceptional sales manager will incorporate the AIM SMART method into his or her weekly planning.

Imagine where you will be a year from now if you block out 60 minutes each week to create AIM SMART goals for each domain? Choose a time where you can dedicate consistent attention and energy to developing how you will commit to acting upon one of the three weekly planned AIM goals. You’ll quickly see the results of this thoughtful action.

From MENTOR. October 2017;8(11): 6.

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