Page 6 - Burnham Sales Optimization Blueprint 2018-2019

SETTING S.M.A.R.T. GOALS

Article from 2018 Forbes Anabel Acton

There’s some impressive science to back up goal setting. And yet it’s something we’re never taught or
encouraged to do. But the statistics don’t lie, and make a strong argument for getting good at this skill; and
making a habit of it. A Harvard Business Study found that the 3% of graduates from their MBA who had their
goals written down, ended up earning ten times as much as the other 97% put together, just ten years after
graduation.

Let’s start with the foundations of setting S.M.A.R.T. Goals, which stands for Specific, Measurable,
Actionable, Realistic, Time Bound. This all makes sense, but there are some additional tricks to learn in
order to make your goals stick and make sure you stay accountable to them.

1. Make Them Visible

Once you have your goals articulated, take some time to turn them into a creative and artistic visual. Though
it might sound juvenile, sit with color markers, crayons or paint and write them out in a way you might if you
were back in school. This activates a different part of your brain, and as it will be wildly different to your
working style, will help cement your goals in your mind. The creative process will also help you see in terms
of what is possible and not get stuck in rational thinking. Do not put pressure on yourself to create a
masterpiece, just create something visibly striking and enjoy the creative process as you go.

2. Feel Them

Rather than just write out your goals in a top line way, write at least a paragraph on how it feels to achieve
your goal. Acting like you have already achieved your goal will start to connect the dots between where you
are now and the steps you need to take to achieve your goals. On top of that, it will also give you the
confidence associated with attaining this goal; and this will permeate to those around you.

3. Understand Them

To set goals that truly motivate you, you must understand why you want to achieve your goal. Without a
clear understanding of your motivation, it’s hard to find the tenacity or drive needed to succeed. Take some
time to interrogate your goal; why you want to achieve it, how it would make you feel, what doors it would
open up, why it must happen now and why this is essential to your happiness. If it helps, play out the
flip-side: what will happen if you don’t achieve your goal?

4. Take Action

Finally, once you have your goals written, take immediate action—even if it is a small step. Momentum be-
gets momentum, and by kick-starting your goal writing process with a tangible action, you will immediately
create a sense of progress. Change happens as a result of lots of little steps, so don’t feel the need to start
with a huge, intimidating step. Once you start taking action, be sure to celebrate wins and review your goals
each month to help track your progress.

5. Share Them

Many people have fear about sharing their goals in case they don’t achieve them. But sharing them will
keep you accountable. Additionally, once you say something to someone else, out loud, you have made an
unknowing commitment to make it happen. It has become bigger than you and now it’s on you to make it
materialize.

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