Micro-Scholarship, What it is, How can it help me.pdf
2019 advanced mod_2_lesson_7_smart_goals
1. Module 2, Management. Управление продуктом и управление проектами
Урок 2.7. Как поставить SMART цели
Продвинутый курс по
продажам Handmade на Etsy,
Amazon
Автор – А. Радич
Главный редактор –
Катерина Романенко
https://ru.storepundit.comAlex Radich Sales Academy
2. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
https://ru.storepundit.comAlex Radich Sales Academy
Люди любят мемы. Сокращения. То, что
легко запомнить. Как с этим мнемо-
акронимом – СМАРТ – т.е. Умный.
Каждый, кто хочет достичь цели, понимает,
что необходимо обозначить четкое
описание этой цели и все маленькие шажки
к ее достижению.
Люди бизнеса понимают, насколько
человеческие ресурсы, время, финансы –
все это завязывается в Гордиев узел,
развязать который можно лишь четкой
разработкой стратегии и планомерным
достижением целей. Чтобы не было
ощущения, что все заняты, но никто ничего
не достигает.
3. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
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Specific - Конкретность
Specific
A vague goal such as ‘our company wants to enhance its turnover
’indicates that the current situation is not satisfactory. Apparently
the turnover must be enhanced. However, there is not a real plan to
realize this goal. So it is unclear for all the parties involved what they
should do. The SMART goals should therefore be formulated more
precisely and specifically so that everyone knows what is expected
of them. The goal must describe an observable action, behaviour or
result. It helps if a quantitative value is linked to a number, amount
or percentage.
By answering the so-call Wh- questions in advance, the goal will
become more concrete:
What do we wish to accomplish? (yield 20% more turnover than we
did last year)
Who are involved? (the marketing department and the office sales
and field sales departments)
What resources are involved? (by making a € 50,000 budget
available for the coming year)
When is it going to happen? (from 1 January up to and including 31
December 2018)
What parts of the goal are essential? (advertising should be
deployed more actively and the field sales department must
respond to enquiries in their field)
Why is this goal important? (competition is increasing and in order
to survive we need to become a key market player)
4. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
https://ru.storepundit.comAlex Radich Sales Academy
Measurable - Измеримый
Measurable
Each SMART goal has a starting point as well as a
finishing point and they are indications of the quality
of the effort to be made. A system, method and
procedure must mentioned which determines to what
extent the target moment has been achieved.
Therefore, it is advisable to have a benchmark and to
determine a baseline measurement of the starting
situation:
What was the turnover of the past year? (1.2 million in
2017)
How do you know whether the goal has been achieved
(20% of 1.2 million is 240,000.00)
What efforts are required? (a good advertising
campaign must be launched with good follow-up
actions from the office sales and field sales
departments)
How can it be measured? (by comparing the monthly
and quarterly sales figures with the figures of the
previous year)
5. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
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Achievable – Достижимый, Acceptable,
Ambitious
Acceptable (Ambitious)
SMART goals must be acceptable for you as well
as for the group or the department. For
managers it is important to create support for
the goal among the employees. Only then the
goal stands a chance of succeeding. The support
base will increase if employees are involved in
the decision-making. This applies especially to
short term goals. If it turns out that 20% more
turnover than the year before means that this is
too ambitious and that this results in a decrease
in job satisfaction, the percentage will have to be
adjusted. Therefore Acceptable is also referred to
as Ambitious; both go hand in hand and they
should be in balance. Ambition is great when it is
a motivator. If it brings down motivation, then
the ambition is too high and as a result it
stretches everyone to the limit.
6. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
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Realistic (Relevant) – релистичный,
относящийся к делу.
Realistic (Relevant)
A realistic goal takes into account the
practical situation and the work in which
everyone is involved. It is impossible that
everyone’s focus will be on the same goal
all the time; after all, there are always
other issues requiring attention. For
example urgent jobs, tasks that need to be
carried out and unforeseen events.
Furthermore, the goal must be relevant to
those who are going to work on it. If the
finance department is instructed to
increase the turnover by 20% then it will
probably come to nothing.
In addition, it must be ensured that the
above-mentioned marketing, office sales
and field sales departments actually have
the time and manpower to focus on the
goal for a whole year. Moreover, the goal
must be challenging. If it isn’t, it has a
demotivating effect on the people involved
and little or no attention will be paid to the
goal with the consequence that the goal
will not be achieved. Realistic is therefore
about the feasibility of the goals. The
objective must be challenging and bring
benefits to the employees involved. They
must also have the capacity, resources and
authority to get started.
7. Handmade Premium Course
Урок 2.7. Как поставить SMART цели
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Time-bound
– привязанные к дате
Time-bound
It is especially important that short-term goals are
formulated the SMART way. This is not always
possible for long-term goals. Time-bound is often
confused with measurable, but there is a clear
difference between the two. Time-bound is actually
about the time that is allocated to reach the goal. A
SMART goal therefore has a clear starting time and a
clear end date. A very tight deadline on the other
hand has a demotivating effect and is therefore not
acceptable. The sub-question ‘when does it happen?’
has in fact been answered under the heading Specific:
from 1 January up to and including 31 December
2018, work is to be carried out to increase sales by
20% and on 31 December 2018 this will have to result
in
240,000 extra turnover. One year from now is not a
concrete goal, by setting a date and year for the goal,
the organization can work towards this. Incidentally,
a year is a long period. By dividing the goal into sub-
goals that have a monthly deadline, everyone can
work towards an interim completion. This enhances
motivation and makes it pleasant to continue the
work even when faced with adverse conditions.
9. Handmade Premium Course
https://ru.storepundit.comAlex Radich Sales Academy
Страница Дня
https://www.professionalacademy.com/blogs
-and-advice/what-are-smart-goals-
infographic
Составление Смарт- умных
целей.
SMART is an acronym used as a guide in the setting of
objectives and goals. Goal setting is an essential skill that
allows you to clarify your ideas and focus your efforts to
ensure they are being used productively. SMART goal setting
can help determine future success or failure. By comparing
goals against the SMART criteria, you can assess the return
on investment (ROI) of your desired goal. The infographic
below further defines SMART goals and how they can be
used to help you stay motivated and achieve your short- and
long-term goals.
Урок 2.7. Как поставить SMART цели
11. Handmade Premium Course
https://ru.storepundit.comAlex Radich Sales Academy
Домашняя работа
Поставьте цели, которые соответствуют всем параметрам списка SMART.
Убедитесь, что каждый из пунктов соблюдается аккуратно и в соответствии с
определением.
Урок 2.7. Как поставить SMART цели
Editor's Notes
What are SMART Goals?
Everyone who wants to pursue a goal, knows that is important to provide a good description of this goal. Empty slogans do not bring satisfactory results. Making a concrete analysis in advance will help you to get to the finishing line. A useful method to achieve this is the so-called SMART Goals or simply SMART. The SMART Goals definition / acronym stands for Specific, Measurable, Acceptable, Realistic and Time-bound.
A SMART goal gives direction to what you want to achieve. In this way it will give a sense of direction to everyone who wants to achieve the goal and it is highly likely that it can be really completed successfully. A well-formulated goal is easy to understand for everyone. You will find an explanation of each of the letters below.
Specific
A vague goal such as ‘our company wants to enhance its turnover ’indicates that the current situation is not satisfactory. Apparently the turnover must be enhanced. However, there is not a real plan to realize this goal. So it is unclear for all the parties involved what they should do. The SMART goals should therefore be formulated more precisely and specifically so that everyone knows what is expected of them. The goal must describe an observable action, behaviour or result. It helps if a quantitative value is linked to a number, amount or percentage.
By answering the so-call Wh- questions in advance, the goal will become more concrete:
What do we wish to accomplish? (yield 20% more turnover than we did last year)
Who are involved? (the marketing department and the office sales and field sales departments)
What resources are involved? (by making a € 50,000 budget available for the coming year)
When is it going to happen? (from 1 January up to and including 31 December 2018)
What parts of the goal are essential? (advertising should be deployed more actively and the field sales department must respond to enquiries in their field)
Why is this goal important? (competition is increasing and in order to survive we need to become a key market player)
Measurable
Each SMART goal has a starting point as well as a finishing point and they are indications of the quality of the effort to be made. A system, method and procedure must mentioned which determines to what extent the target moment has been achieved. Therefore, it is advisable to have a benchmark and to determine a baseline measurement of the starting situation:
What was the turnover of the past year? (1.2 million in 2017)
How do you know whether the goal has been achieved (20% of 1.2 million is 240,000.00)
What efforts are required? (a good advertising campaign must be launched with good follow-up actions from the office sales and field sales departments)
How can it be measured? (by comparing the monthly and quarterly sales figures with the figures of the previous year)
Acceptable (Ambitious)
SMART goals must be acceptable for you as well as for the group or the department. For managers it is important to create support for the goal among the employees. Only then the goal stands a chance of succeeding. The support base will increase if employees are involved in the decision-making. This applies especially to short term goals. If it turns out that 20% more turnover than the year before means that this is too ambitious and that this results in a decrease in job satisfaction, the percentage will have to be adjusted. Therefore Acceptable is also referred to as Ambitious; both go hand in hand and they should be in balance. Ambition is great when it is a motivator. If it brings down motivation, then the ambition is too high and as a result it stretches everyone to the limit.
Realistic (Relevant)
A realistic goal takes into account the practical situation and the work in which everyone is involved. It is impossible that everyone’s focus will be on the same goal all the time; after all, there are always other issues requiring attention. For example urgent jobs, tasks that need to be carried out and unforeseen events. Furthermore, the goal must be relevant to those who are going to work on it. If the finance department is instructed to increase the turnover by 20% then it will probably come to nothing.
In addition, it must be ensured that the above-mentioned marketing, office sales and field sales departments actually have the time and manpower to focus on the goal for a whole year. Moreover, the goal must be challenging. If it isn’t, it has a demotivating effect on the people involved and little or no attention will be paid to the goal with the consequence that the goal will not be achieved. Realistic is therefore about the feasibility of the goals. The objective must be challenging and bring benefits to the employees involved. They must also have the capacity, resources and authority to get started.
Time-bound
It is especially important that short-term goals are formulated the SMART way. This is not always possible for long-term goals. Time-bound is often confused with measurable, but there is a clear difference between the two. Time-bound is actually about the time that is allocated to reach the goal. A SMART goal therefore has a clear starting time and a clear end date. A very tight deadline on the other hand has a demotivating effect and is therefore not acceptable. The sub-question ‘when does it happen?’ has in fact been answered under the heading Specific: from 1 January up to and including 31 December 2018, work is to be carried out to increase sales by 20% and on 31 December 2018 this will have to result in 240,000 extra turnover. One year from now is not a concrete goal, by setting a date and year for the goal, the organization can work towards this. Incidentally, a year is a long period. By dividing the goal into sub-goals that have a monthly deadline, everyone can work towards an interim completion. This enhances motivation and makes it pleasant to continue the work even when faced with adverse conditions.
Use
SMART goals can be incorporated into tasks that managers assign to employees, project plans, business plans and marketing plans. SMART can also be used in a time frame. It is very suitable for achieving weekly goals, monthly goals or quarterly goals. Sometimes the goal does not always have to be achieved, but works as a guideline that helps to maintain focus. Interim evaluations, verifications and adjustments are good and indicate that there is not always a need for a very rigid response. After all, it is sometimes important to respond to changes from the environment.
SMART Goals template
Now that you have read about SMART Goals you are ready to put your knowledge into practice. Start describing your goals with our free SMART Goals template. This template is available for free as an editable Word template or as a printable PDF template.Download Word template
Download PDF template
