What are the best practices for setting SMART goals and action plans with your sales consultants?

1 Define SMART criteria

SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. These are the criteria that you should use to set your goals and action plans with your sales consultants. Specific means that your goals and action plans are clear and concise, not vague or general. Measurable means that you can quantify your results and track your performance. Achievable means that your goals and action plans are challenging but realistic, not impossible or too easy. Relevant means that your goals and action plans are aligned with your overall vision and strategy, not irrelevant or contradictory. Time-bound means that you have a deadline and a timeline for your goals and action plans, not indefinite or open-ended.

2 Involve your sales consultants

Setting SMART goals and action plans with your sales consultants is not a one-way process. You should involve them in the goal-setting and action-planning process, not impose them from the top. This way, you can ensure that your sales consultants understand and agree with your goals and action plans, not resist or ignore them. You can also leverage their insights and feedback, not overlook or disregard them. By involving your sales consultants, you can create a sense of ownership and commitment, not alienation or resentment.

3 Customize your goals and action plans

Setting SMART goals and action plans with your sales consultants does not mean that you have to use a one-size-fits-all approach. You should customize your goals and action plans according to the needs, strengths, and challenges of each sales consultant, not treat them as identical or interchangeable. This way, you can address the specific gaps and opportunities of each sales consultant, not generalize or neglect them. You can also tailor your coaching and support according to the individual preferences and styles of each sales consultant, not standardize or impose them. By customizing your goals and action plans, you can enhance the relevance and effectiveness of your coaching, not reduce or compromise it.

4 Review and adjust your goals and action plans

Setting SMART goals and action plans with your sales consultants is not a one-time event. You should review and adjust your goals and action plans regularly, not set and forget them. This way, you can monitor your progress and performance, not assume or guess them. You can also celebrate your achievements and recognize your efforts, not overlook or underestimate them. You can also identify and address any challenges or obstacles, not ignore or avoid them. You can also adapt and update your goals and action plans according to the changing circumstances and expectations, not stick to or resist them. By reviewing and adjusting your goals and action plans, you can ensure that they remain SMART, not outdated or irrelevant.

5 Communicate and collaborate with your sales consultants

Setting SMART goals and action plans with your sales consultants is not a solo activity. You should communicate and collaborate with your sales consultants throughout the goal-setting and action-planning process, not isolate or exclude them. This way, you can clarify your expectations and assumptions, not confuse or mislead them. You can also provide feedback and guidance, not criticize or dictate them. You can also listen and empathize, not interrupt or judge them. You can also encourage and motivate, not discourage or demotivate them. By communicating and collaborating with your sales consultants, you can build trust and rapport, not conflict or distrust.

6 Use a sales coaching framework

Setting SMART goals and action plans with your sales consultants is not a random or arbitrary process. You should use a sales coaching framework to guide and structure your goal-setting and action-planning process, not improvise or wing it. A sales coaching framework is a tool that helps you define, plan, execute, and evaluate your sales coaching activities. It helps you align your goals and action plans with your sales strategy and objectives. It helps you measure your results and impact. It helps you improve your skills and competencies. It helps you optimize your time and resources. There are different types of sales coaching frameworks that you can use, such as GROW, SMARTER, COACH, or FUEL. Choose the one that suits your needs and preferences, or create your own.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?