You Say You Want A Resolution?


Well, it’s that time of year when we celebrate our various holidays and make resolutions about what we intend to accomplish. A good economy will help us all out next year but the true test of management is not about moving with the market but outperforming it. So we want our sales (and profits) to grow faster than the market.

I hope that you already have put together your business goals for 2006 (if you have a calendar fiscal) but if you haven’t, get cracking. You have to tell yourself and your team what you want out of the next 12 months, and the simplest (best) way to do this is to specifically define the following:

  • What do you want to sell?
  • Who do you want to sell it to?
  • What does a good order look like?

Before you say yeah, yeah, I’ve heard this stuff before, take a close look at the six key points below and compare them to how your resolutions (goals) from last year turned out.

The real purpose of this message is to get you to think about what you want to accomplish, both personally and professionally over the coming year. I am not a big believer in “resolutions” but I do believe in goals. Let’s start with an acronym: SMARTS.

S = Specific
Goals have to be explicit. So being happy is not a goal—but taking a vacation to the Bahamas is.

M = Measurable
Increase net worth by 10%, for example. (Which brings up an interesting question: Do you know how much net worth you want to have when you retire? How much you have now? How much you want it to increase each year?)

A = Achievable
You have to be able to achieve it. Losing 10 pounds is probably do-able in a year. Losing 50 pounds is probably not.

R = Recorded
You have to write it down.

T = Timed
You have to be specific about “when.” If you are going to take a Bahamas vacation, are you going to take it by September 1?

S = Shared
You have to share your goals with others for them to be real. You should sit down with your spouse/significant other, children and business associates and talk about what you are trying to accomplish as a group. This tends to put the right amount of pressure on you to do what you say you will do.

The happiest people I know are those who know what they want to accomplish and do things every day to help them get there. Are you one of those people?

Spend some good quality time on figuring out how you’re going to make these next 12 months better than the last 12.

Gases and Welding Distributors Association
44a_ellersjoe Meet the Consultant
GAWDA Sales Consultant Joe Ellers can be reached at Consulting Associates in Clemson, South Carolina. This column is one of the many offerings under GAWDA’s new program, “GAWDA Sales with Joe Ellers” and will be a regular feature each issue. Members can reach him at or at (864) 654-3997.