Setting goals for each sales call is a crucial part of the sales process. A goal helps you prepare for the sales visit and gives structure to your entire presentation, but it is important to set “S.M.A.R.T.” goals. In order for a goal to be a useful tool in preparing for a sales call, it should follow the “S.M.A.R.T.” method.

This means that a goal should be:

Specific: The goal should not be too broad, but rather, it should be focused in on something. In sales, for example, it should be “I want the prospect to agree to another meeting” or “I want the prospect to agree to use our services for 3 months” rather than just “I want to earn this client’s business.”

Measurable: Similar to a goal being specific, it must be able to be measured in some quantitative or concrete sense. This goes hand in hand with the next component, which is achievability of the goal.

Achievable: It is important to make sure that your goal is realistically achievable in the parameters you set for it. If you goal is to make a specific number of sales to this client (thus making it both


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