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When you set your goals, think of the word, “SMART.”

When goal setting, your goals should be SMART:

  • Specific
  • Measurable
  • Attainable
  • Realistic
  • Timebound


It is important for your goals to be Specific, so you will know exactly what you’re shooting for. Your goal should be clearly defined and identified so you not only know what you are trying to accomplish, you’ll also know when you achieve it. 

Just to say you want to sell more products, merchandise or services or reduce the number of contacts to close a sale isn’t enough. You need to clearly specify your goal. Is it 12 more sales per month? An extra $100,000 in monthly sales? How about a certain amount of certain types of products or services? How much – specifically? 

Whatever your goal, there should be no doubt about what you wish to accomplish. 


Your goals should be Measurable. That is, there should be a system, or method of determining how you are progressing in your efforts for attainment. By clearly defining your goals as discussed in the previous step, you will be more able to measure them. It’s important for you to be able to see your current status, as well as progression towards your goals.


Next, your goals should be Attainable. If your goal is too high… if there’s no hope for you to reach it, it won’t take long for you to become discouraged, and you will either lose concentration and the drive necessary to pursue your goal, or you will abandon it altogether. 

Your goal should be something you can reach with just a little extra effort. 

In your business operation, you need to make sure your goals are not only attainable, but are also…


Realistic. If your goal isn’t realistic, that is, if it’s not something within your realm of achievement, it’s just a matter of time before you’ll become frustrated and give up. And that can have a negative effect on you as you begin to think of yourself as a failure, or not being good at setting goals. 

Then, because of your negative image of yourself relative to setting goals, you will likely give up setting goals in the future. It’s a selffeeding mechanism. 

The key to being good at setting and achieving goals is to be realistic in your expectations. Set attainable and realistic goals that can be reached with a small amount of effort. 

That builds a success image, and enhances your self confidence in a positive way. Then, the next time, set a little higher goal. Not much higher, just a little higher. Again, one that you know you can achieve. And that adds on to, and builds your confidence, that much more. 


The next step is to make your goals, Timebound. That is, you should set a time limit for their attainment. 

This helps you keep on target, not be distracted, and encourages you to complete something you’ve started. Not only will this help you to realize success at a pre-designated time, but you will enhance your self image by accomplishing your goal. 

If, for instance, your goal is to sell a certain number of a certain type of product or service, or a predetermined dollar amount of sales this year, break that number down into months, weeks, and even days, if necessary. 

Large goals become more manageable in small pieces.

The key is to break your goals into bitesize pieces, and place a time deadline on them, for their accomplishment.