May 1, 2025
Previously: Part 6 explored how to equip and support your sales team with structure, tools, and collaboration across functions to enable execution.
As you review this next section, think about how your organization defines strategy. Are goals clear and actionable? Do your team members know what they’re working toward and how success will be measured?
Introduction & Practical Framework
Strategies often fail not because they’re wrong, but because they’re vague. SMART goals give structure to strategy by turning broad ambitions into focused, measurable actions.
I’ve applied the SMART method across a range of initiatives, from account development to pricing resets to team performance plans. In every case, the structure brought clarity, accountability, and alignment.
SMART Framework
SMART strategies connect big goals to day-to-day action.
When applied with intent, SMART goals help teams and leadership move in the same direction. Each goal should be:
Specific – What exactly needs to be achieved?
Measurable – How will progress or success be tracked?
Achievable – Is the goal realistic based on current resources and constraints?
Relevant – Does it support broader organizational priorities?
Time-Bound – When will it be completed or reviewed?
Where to Apply It
The SMART approach works across all levels and functions. Use it to:
Focus account development efforts.
Shift sales mix or product emphasis.
Improve margin discipline.
Guide individual performance and coaching plans.
Align cross-functional goals between sales, marketing, ops, and leadership.
Key Takeaway
SMART strategies create clarity, alignment, and accountability, ensuring strategic goals translate into day-to-day execution.
The SMART methodology is embedded in GENREV!™, enabling leaders and teams to define, track, and adjust strategies in real-world terms.
Question
How are you currently aligning team efforts with broader business goals? What’s a SMART goal you’ve used or could use, to bring more clarity to your strategy?
Call to Action
If your sales goals feel disconnected or difficult to act on, I’d welcome the chance to share how SMART structure has helped teams I’ve led gain focus and drive results.
Coming Up:In Part 8, we’ll close the series by focusing on how to forecast both sales and gross margin to drive confident decisions and long-term profitability.
#SMARTGoals #SalesStrategy #SalesExecution #StrategicSelling #GoalSetting #GENREV