The results of the commercial actions do not appear by magic but by action and work. But we can ensure that this work and these actions are channeled and aligned in the right direction. The objectives S.M.A.R.T. Allow us this.The resultst of commercial actions do not appear b
The name of the methos, smart, is simply an acronym to remember the characteristics that must absolutely possess an objective to be achievable. This method helps to make the right decisions and set relevant goals.
S as specific
Your commercial goal must be clear, detailed and concrete. For example, instead of saying “we are going to sell more”, we must say, “our turn over goal will be around X € and during Y time”.
Flee, like the plague, too vague and general objectives, which will discourage your teams even before launching the commercial challenge
M as mesurable
The notion of measurement is paramount because it is the measure of the achievement of the objective. For example, “the sales department targets an 8% increase in the conversion rate”. Establish quantifiable parameters and make sure you have the tools in place to track the progress of your goal.
A as attainable
Your objectives should consider the skills and experiences of your sales team as well as the means you want to implement. So, you should ask yourself, “How are we going to achieve this? “
R as Realistic
The objective must be placed in the economic reality of your sector and obviously be achievable. If it seems too utopian and too difficult to reach, the effect of the challenge will be reversed: your teams will be demotivated.
T as time
You need to establish a precise timetable, by planning the different steps that will lead you to the realization of your project. These deadlines will encourage the community to act and help them assess their progress.
To the five qualifiers of the method S.M.A.R.T. Traditional, Sébastien a french marketer has added two letters, the E and the R:
E as Exciting
The goal must be exciting; To find out if this is the case, describe the emotion you will feel in working toward and achieving this goal. Visualize this emotion when you write down this goal.
R as Reward
Define and announce from the start how you will reward your teams for achieving goals. Communicate in particular on the closing of the challenge by announcing, for example, a “prize-giving” which will animate and make the challenge live as an event with your teams.