techniq

Developing and implementing sales plans ue

S.M.A.R.T.
S.M.A.R.T. is a tool for defining and setting objectives.
The process identifies, describes, assigns and measures the goals and how
they are to be implemented.
HOW DOES IT WORK?
A general or ill-defined goal isn’t easy to achieve. Only by specifying and
measuring it can you establish its viability and realise it. It is in effect a form
of interrogation, which establishes scope, feasibility and a framework for an
action plan.

HOW FLEXIBLE IS IT?

It can be used to analyse anything from career development to project ma-
nagement. It can be as complex and in-depth as required. S.M.A.R.T. is parti-
cularly useful for refining sales plans as the emphasis can be adapted to suit
particular markets or circumstances.

S.M.A.R.T. is a process that crystallises ideas and informs strategies. It will

challenge assumptions whilst revealing opportunities and obstacles that can
Specific Measurable Achievable Relevant Time-bound
be incorporated into planning.

The answer to each step will influence the others. For example, the objective
WHAT IS IT? may require a specific resource; its availability will have an impact on all the
S.M.A.R.T. is an acronym: other factors. The objectives and the strategies or actions required to imple-
ment them are inextricably linked. They need to be understood as a process
S = Specific: the end goal to be achieved - developed and implemented accordingly
M = Measurable: how success is measured?
A = Achievable: is the objective relevant, realistic and achievable?
R = Relevant: who is responsible for accomplishing the task?
T = Time-bound: the time frame in which it is to be carried out
S.M.A.R.T. refines and tests the planning process.

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