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Jared Hamilton
From: Jared Hamilton
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Jim Bell

Jim Bell National Sales Executive

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2013 Is Almost Here!

Can you believe it?  2013 is almost here.  I am reflecting on the last year and how the business has changed and how it will change in the year to come, that is, if we make it through December 21, 2012.  I am going through goals for next year and thought this would be something to pass along to the community.  How do you come up with your goals?  Are you looking at the last year or two and the different trends that are taking place?  That is one thing that I look at and focus on for our business at our dealership.  

So how do you come up with the smart goals?  What is important to you and the dealership.  When making your goals, this is something to take into account.

S - Be specific in your goals.  Don't be generic and say 'I want to increase sales through more website traffic' or something to that affect.  Be SPECIFIC and how you want to get to that next level.

M - Make sure that they are measurable.  I know that when I look at where I am tracking, I am always looking at how we are doing vs. previous years, months, etc.  How are you going to MEASURE it?

A - Make it ATTAINABLE.  It is one thing to have goals, but if it isn't realistic, then you might as well not have any goals at all.  Don't shoot too high and don't shoot too low.  I know that I like to look at a moderate increase depending on the goal that is set.

R - This goes back to the attainable.  Make it REALISTIC.  If you make it so high, and you keep failing hitting those goals month after month, you will only get frustrated and feel like you are a failure.  Make those goals within reach, but make them so that you do have to work harder.

T - Make them TIMEBOUND.  Put a time limit on these goals and make sure that you are tracking them on a monthly basis.  If you are looking at a year long goal, look at it month after month to see where you are tracking in hitting your goals.  

 

This is an excersize that I do year in and year out.  I want to make sure that we as a dealership are making strides, but need to make sure that we are tracking in the right areas.  

What are some of the goals that you are shooting for in 2013?

Renee Stuart
Great post Jim. I too practice S.M.A.R.T goals, only I A.I.M. first. Setting goals gives us clarity on what we ultimately want in life. Everything in this world is created twice. First - creation in your mind, followed by the manifestation in reality. When we A.I.M. for our goal, it's extremely important to identify the goals we are willing to commit to and be held accountable for. A = Acceptable Goal I = Ideal Goal M = Middle Goal Acceptable goals already have established proof. What is your acceptable minimum? Say for instance, your 2012 sales quota has now become your new personal best - You know this goal can be accomplished in 2013, because you've already achieved it once. This proof becomes your minimum. Ideal goals are what you invision for yourself. What you ideally want for your life in the year to come. Your vision becomes your target. Middle goals are what you find in the middle; a realistic stretch. After taking the time to identify what's acceptable and ideal, often times what we find in the middle, we are more likely to fully commit to. Identify your goals with a good A.I.M., then be S.M.A.R.T. about achieving them.
Jim Bell
I love the AIM'ing Renee! Thanks for the extra input!
Lindsey Auguste
Great points, Jim, and excellent additions, Renee. Focus is key in all goals - in making them, measuring them, and acting upon them. It's too easy to make lofty assertions without a place and time frame to support them. Just like New Year's Resolutions. We all know that's around the corner, and in addition to making goals about going to the gym, most of us will be making career-oriented resolutions as well. We can use this framework that you set out to help us accomplish more come 2013. Might as well start practicing now!

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