Think of this planning strategy as a way to gather your goals and question their importance, efficiency, and overall composition. In this sense, it's time for you to learn all about it!
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What is SMART planning?
SMART planning is a methodology applied to goals that email database lists australia rioritizes clarity and efficiency . In this sense, commercial managers bring together their general and specific objectives to discuss their various aspects.
The acronym SMART presents the fronts analyzed in a goal, being, in order:
Specific;
Measurable;
Achievable;
Relevant;
and Temporal (time).
Specific
The first step to a good goal is to make it measurable . Note that when setting a goal for a given team, writing “sell more” may not be the best solution.
Therefore, the first skill of SMART planning requires that the description be detailed, but easy to understand. Your sales team needs to know the best indicators to follow , as well as a revenue figure to beat.
Therefore, writing “sell X units of X product, generating revenue of R$20,000” instead of “increase sales” or “improve revenue” is highly recommended.
Measurable
Next, you need to find practical ways for the sales team to understand precisely what they are looking for .
Often times, a specific goal may contain precise data, but without the team being able to measure progress toward the goal, achieving it can seem like a long process.
Therefore, bring numbers that were taken from reliable indicators known by the team, such as the number of sales made in the last semester and your revenue.
Reachable
A goal is achievable when the means justify the end of the line. As a manager, consider what tools, sales approaches, and strategies that surround the sales cycle can be used to meet expectations.
Just like resources, constraints must also be clear. This is because there is a loss of efficiency when a resource is not available or susceptible to investment.
Relevant
A good manager understands the importance of his company's goals. However, when it comes to employees, they have to make sense of what they are doing on a day-to-day basis .
Therefore, when observing the company's tactical planning, seek to align with the sales team what is being sought, as well as explain the relevance of the goal.
Temporal
Finally, it is extremely important that the goal has a deadline , as this is a great motivator for employee productivity. However, be careful! Very tight deadlines can demotivate the sales team.
Therefore, valuing sales growth also means defining a fair deadline for salespeople to be able to operate. In addition, it is interesting to be able to create a timeline , so that focus and urgency are maintained.
What team management challenges does the SMART methodology help managers overcome?
Good practices in goal management are a great help when it comes to problem-solving. That is, since the company is driven by common goals, anything that optimizes the process of creating them is welcome.
In this sense, SMART planning reverses the effect of the challenges that a poorly designed goal brings. Let's see below!
Time management
A manager's routine is usually turbulent, and with a sales team that is poorly aligned with its goals, the situation gets even worse.
Time management is one of the critical points in managing an efficient team. Therefore, goals must stipulate deadlines, as well as the expected results within them.