Setting SMART Sales Goals (and sticking to them this year!)

No matter what area of final expense sales you’re hoping to improve, setting realistic and achievable goals is the first step in any plan for progress. If you’re serious about making 2021 YOUR YEAR, take a leaf out of Doran, Miller, and Cunningham’s book (actually, it was a 1981 article) and set goals the SMART way in 2021.

S: Specific.

It’s not enough to say that you want to “increase sales” in 2021. Without a specific number and a specific type of sale or contact, your goal will feel unending, intangible, or overwhelming. Ask yourself: what target am I setting for myself, and within that target, what is my bull’s eye? Is there a way I can narrow this idea down to something more precise? Will it be clear when I’ve met my goal? Could anyone from off the street understand exactly what I’m looking to do?

M: Measurable.

One of the secrets to sticking to your goals beyond the month of January is making goals that can be measured throughout the process of achieving them. If you have benchmarks with specific timelines to meet on your way to the ultimate goal, the likelihood that you will achieve the end result you desire go up immensely. Keeping track of your progress toward each goal keeps you accountable, motivated, and focused. Can your goal be measured by a number, percentage, or amount? How else can you assess your achievement? Is there a clearer way to quantify your progress?

A: Attainable.

It’s easy as final expense agents to get a little ahead of ourselves when it comes to the desire for improvement. As you sit down and reflect in preparation for your professional resolutions, remember to set goals that are attainable with the tools and resources you currently have. What are the exact ingredients necessary to accomplish the end results you desire? Do you have access to these ingredients? If not, what is involved in getting the instruments you need?

R: Realistic.

Setting realistic goals takes a great deal of reflection on past goals and patterns. What have you been able to achieve in the past? Can you visualize the steps you will need to take in order to reach your goal? Do those steps include the actions or success of others, or can you achieve your objective on your own? . Do you have a mixture of short-term and long-term goals?

T: Time-bound.

In order for a goal to be measurable and attainable, there has to be a timeline attached to the success of your efforts. The best and most effective timelines have multiple dates or “check-ins” that have chunked a large goal into small pieces or benchmark achievements. At what point in the future does your goal have to be attained? Are there any deadlines you need to meet? How can you implement regular “check-in” or benchmark deadlines to keep you on track?

The New Year naturally lends itself to reflection, and looking back usually causes us to look ahead as well. Use these tried and true goal-setting tips to start your year off with goals that you’ll be able to stick to through 2021 and beyond

Continue Reading

Leave a Reply

Your email address will not be published. Required fields are marked *