A Publication of Lighthouse Consulting Services

Focus only on major objectives and the interim steps necessary to achieve them. We call these S.M.A.R.T. objectives (S for Specific, M for Measurable, A for Action-oriented, R for Results, T for Time-based). An example of a sales objective might be: Develop a plan of action within 60 days to increase sales by 15% at the top 20% of accounts within the Western Region within 12 months. Another objective might be: Be prepared within 30 days of start date to make a formal 30 minute Powerpoint presentation to your first major customer – create a fast-track learning process to fully understand the customer benefits of our equipment within the first 2 weeks.

Writing SMART objectives isn't as easy as ordering fast food . It takes practice, some effort, and a little time. But it's well worth the investment. Your definition of superior performance becomes the basis for writing great ads, assessing true competency during the interview, and courting the right candidates. And you're hiring mistakes won't have you reaching for the Tums so often in the middle of the night.

Permission is needed from Lighthouse Consulting Services to reproduce any portion provided in this article. © 2002

Barry Deutsch (barryd@cjapower.com) is a veteran recruiter, national trainer, and hiring coach to CEOs across the country. Barry is Senior Vice President of both CJA Executive Search and POWERHiring.com, a hiring portal, training, and hiring systems consulting company. His industry career includes general management positions within Westinghouse Group W Cable organization, as well as senior-level financial management positions within Beatrice Foods and Mattel.

If you would like additional information on this topic or others, please contact your Human Resources department or Lighthouse Consulting Services, 3130 Wilshire Blvd., Suite 550, Santa Monica, CA 90403, (310) 453-6556, dana@lighthouseconsulting.org & our website: www.lighthouseconsulting.org

Lighthouse Consulting Services provides a variety of services, including personality assessments for new hires & staff development, team building, interpersonal & communication training, conflict management, workshops, and executive & employee coaching.

Lighthouse Consulting Services 
3130 Wilshire Blvd., Suite 550, Santa Monica, CA 90403 (310) 453-6556