If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time. Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goals and objectives have to make sense; if they don’t, you won’t make the deals you need to make in order to reach your targets. Instead of throwing your efforts into the wind and hoping for good results, use these specific goal setting activities to plan your course of action: - Identify 24 potential clients and put the full court press on them. - Research these prospects. Find out everything you can about them on social media and in real life. - Keep files on your prospects. Include their name, title, company, industry, their problems, your solutions, and how much you want them to invest. - Meet with these prospects by being referred in or by offering them an educational opportunity. The result of these goal setting activities will be a deep understanding of your potential clients, and an opportunity to let them know how you can help them. You will convert people quickly.  Ultimately, your sales goals and objectives are all about building relationships and doing business together. Concentrate on putting yourself in the path of your 24 prospects. Don’t pitch to them; rather, demonstrate value to them. Your goals and action items will spring from there, and sales will follow. Learn more about your ad choices. Visit megaphone.fm/adchoices