By CJ Powers
Each step in the S.M.A.R.T. system is designed to generate a productive response from the person setting objectives. In the case of the “A” of achievable, the system is designed to motivate. The purpose of motivation is to steer the person’s efforts away from feeling overwhelmed, to a place of feeling a passionate drive to succeed.
Whenever I’ve felt in over my head it took ten times the effort to do a simple task, but when I’m underwhelmed the task takes just as much effort. The only time I’m highly productive, and the work seems like child’s play, is when I find the right balance driven by motivation. And, the only thing that motivates me is a challenge that is barely within reach, but attainable.
I was on the Avaya sales team when it was the Business Communication Systems division at Lucent Technologies. Everyone was given a quota that was high enough to take significant effort, yet within reach, so it could be attained. A stretch incentive was added to the quota for those who wanted to attend a special all-expenses-paid celebration weekend in San Diego.
Those who succeeded joined the Achiever’s Club—the best of the best. The perks were incredible and the celebrities and live bands were amazing and set the tone of the fun excursion. The reward was so extravagant that not a single person went after their quota, but instead did everything in their power to be awarded entrance into the Achiever’s Club.
When I set my eyes on the Achiever’s Club, I knew there were three things that I’d have to address in order to succeed.
Stretch My Skills
I had to assess my capabilities, determine what I’d need to learn, and quickly execute a program to get up to speed. Why? Because I knew that I’d have to come to the proverbial table with more abilities than I already had. Self-education and practice would help me raise my effectiveness within the first 100 days of the challenge.
Access Valuable Tools
Networking played a big role in my ability to gain access to the software and demo equipment I’d need to succeed. Learning from those who planned to return to Achiever’s Club for another year gave me valuable insights into the best ways of locking in gear for my appointments, which was helpful since there were more salespeople than demo kits.
Inspire Needed Resources
When I was in a pinch, I realized that the seasoned professionals knew how to leverage my skills for their gain, so I inspired them to supply me with everything I needed at the time I’d need it. In return, I used my skills to help them achieve their goals. Together, the team drove my success and I was thankful for both the individuals and resources that got me aboard the San Diego bound airplane.
In retrospect, the only way the above process came together was because my next steps were well defined. Without a clear picture in mind of the goal and what the celebration would look like, I would not have been able to execute such a passionate stretch goal. By establishing what we need to motivate ourselves, we will always be able to turn our efforts into a win. Therefore, making sure our objectives are attainable is critical to our success.
© 2020 by CJ Powers