Vision – Mission & Battle Procedure – Sales Management Blog Entry
I’m doing a seminar tomorrow for a group of accountants and
partners on Vision and how it enhances the importance of team. Yes accountants,
they don’t just crunch numbers.
In our business Trevor Greene and I use what he calls
“battle procedure” for planning and goal setting. The core success factor in
effective battle procedure planning is a goal or vision that is sharpened to a
fine point.
Just before the launch of our book we determined what the
vision for Closing Bigger was in 18 months from now. Once that vision was
crystallized we began to plan backwards toward today.
For us crystallized means a goal that is S.M.A.R.T. Most
people reading this will know what that is but as a point of reference SMART
goals are as follows:
- Specific
- Measurable
- Attainable
- Realistic
- Timely
This SMART Vision enabled us to track back to 12 months, 6
months, 3 months and eventually tomorrow, creating a sense of urgency and
importance. By setting the SMART Vision and working back to the key benchmarks
we added urgency, and meaning to everyday on the way including today.
Too often people set “nice” easily achievable goals for
this month that are loosely connected to where they want to go in 18 months or
10 years from now. Then they wonder why they aren’t inspired to do it.
Do it with the whole team, be accountable to each other,
and do it in the “battle procedure format.” It will help you keep a sense of
urgency and it will help you know when you have to charge the hill.
Shane Gibson
