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I?ve asked hundreds of salespeople through the years about their goals for an upcoming year and a common answer is ?I’m going to sell more.? When I ask how they are going to do that the most common answer is, ?I’m going to work harder.?

I know that neither is likely to happen, not because they don’t want them to but wanting to sell more and pledging to work harder are not goals. At best they are hopes. At worst they are just lies we tell ourselves so we can more convincingly tell them to our bosses later.

They aren’t goals because they lack most if not all of the elements of the SMART method of goal setting. But most of all they completely lack specificity. Sell more? Wow, what salesperson doesn’t want to sell more?

The obvious question is how much more but even that answer would be missing…

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