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Sales Transformation
November 23, 2023

The Key to Effective Goal Setting in Sales


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • Setting goals based on what you think you should do, rather than what aligns with your skills and interests, can lead to ineffective goal setting.
  • Goals should be focused on specific outcomes, not just tasks. It's important to define the desired result and work towards it.
  • Aligning goals with the overall strategy of the organization is crucial for success. Goals should be connected to the long-term objectives and direction of the company.
  • Procrastination can be a result of unclear goals or not breaking down big goals into smaller, actionable steps.
  • Being attentive and adaptable to changing situations and feedback is essential. Goals should be adjusted if necessary to stay aligned with the current circumstances.
  • Goals should be connected to your calendar and task list. Blocking out time for specific activities related to your goals increases the likelihood of achieving them.
  • Avoid setting "stupid goals" by considering your own skills, interests, and long-term objectives.
  • Breaking down goals into actionable steps helps overcome procrastination and provides clarity on what needs to be done.
  • Aligning goals with the organization's strategy ensures that everyone is working towards the same objectives.
  • Being attentive to feedback and adjusting goals accordingly is important for staying on track and achieving desired outcomes.

Episode Recap

The episode focuses on the topic of setting effective goals and avoiding "stupid goals." Elizabeth introduces the concept of SMART goals (specific, measurable, achievable, relevant, and time-bound) but also highlights the common pitfalls that people fall into when setting goals. She breaks down the acronym "STUPID" to discuss the key elements to avoid in goal setting: shoulds (setting goals based on what you think you should do), tasks (focusing on tasks rather than outcomes), unaligned (lack of alignment between long-term strategy and daily activities), procrastination (putting off goals due to various reasons), inattentive (not adapting to changing situations or feedback), and disconnected (goals not connected to calendar or task list). The key takeaway for listeners is the importance of setting goals that are aligned with their skills, interests, and long-term objectives, and breaking them down into actionable steps.

Jump to Talking Points

  • [01:24] Elizabeth's background story of stumbling into her current role.
  • [02:19] Elizabeth's passion for helping companies avoid sales failures.
  • [05:26] Elizabeth's explanation of "shoulds" as a type of stupid goal.
  • [06:00] Discussion on setting task-oriented goals instead of outcome-oriented goals.
  • [07:13] Elizabeth's mention of the importance of aligning goals with long-term objectives.
  • [08:45] Elizabeth's explanation of the disconnect between strategy and daily activities.
  • [11:01] Elizabeth's mention of the challenge of aligning goals with individual personalities and abilities.
  • [14:19] Discussion on breaking down goals into actionable steps and overcoming intimidation.
  • [15:19] Elizabeth's explanation of being inattentive to changing situations and feedback.
  • [16:25] Elizabeth's mention of goals being disconnected from calendars and task lists.
  • [17:34] Colin's comment on the importance of specific and scheduled tasks for goal achievement.
  • [18:22] Elizabeth's example of procrastination in prospecting activities.
  • [19:49] Elizabeth's mention of considering personal energy levels for task scheduling.

Guest Bio (Who is Elizabeth Frederick?)

Elizabeth Frederick is a highly accomplished professional in the sales industry. She is the host of the Let's Talk Sales podcast, where she shares her expertise and insights with listeners. In addition to her podcast, Elizabeth holds the position of ops and senior advisor at Criteria for Success, a renowned sales growth partner. Her extensive experience and knowledge in the field have made her a trusted advisor to many businesses seeking to improve their sales strategies. Furthermore, Elizabeth is the president and CEO of Collavia, a company dedicated to helping organizations achieve sales success. With her impressive career and numerous achievements, Elizabeth Frederick has established herself as a leading figure in the sales industry, embodying a philosophy of continuous growth and excellence.

Find Elizabeth At Her
Website Or Connect With Her On LinkedIn!