I have gone through sales training with Tom Leonard with Leonard Strategic Advantage. The following is some of the material on goal setting. I highly recommend Mr. Leonard for strategic planning, business development and sales training. Please contact Tom at or visit his website at

Goal setting is a powerful source of self-motivation if the goals are SMART. Smart goals are Specific, Measureable, Attainable, Realistically high and have a specific Target date.

Certain goals are easy to visualize because they are tangible – a house, a boat, or a new car. Other goals, such as intangible goals, are more difficult to visualize – improving your personal development and professional growth.

Short-Range Goals

Every great journey begins with one small step. Short-range goals are the building blocks of success. If you have ever taken up jogging, you know that the first day out it’s best to jog a short distance – maybe half of mile. After a week or so, as your confidence and stamina grow, the distance is increased to one mile. Gradually, you stretch the distance until you reach the point where you feel like you can run forever! The same philosophy is true in goal setting. Always have goals that stretch your abilities and take you farther than you’ve ever gone, but be sure that goal achievement is within your grasp. As you achieve short-range goals, you will automatically achieve your long-range goal. Don’t allow the “short” in short-range to fool you. It only refers to time – not to the importance of the accomplishment.

Long-Range Goals

As you develop an increased sense of purpose for your life, it is only natural that you will begin to gaze into the future – and want to map out a plan to achieve goals consistent with your purpose. If you have difficulty clearly visualizing a long-range goal, don’t be discouraged. Seeing clearly into the distant future is similar to walking into a dark room; all you have to do is keep your eyes open long enough and they will begin to focus accurately on what is ahead. Time and practice will do the same for your goal setting skills.

As you develop your long range goals, list them out and make sure they are SMART (specific, measurable, attainable, realistically high and have a target date). Then break the goals into short-range goals with actions steps. As you accomplish them one by one, they will enable you to hit your long-range target.

A word of advice: long range goals and short-range are relative terms. Use them in time frames that are comfortable for you. Some people view long-range as one week, one month, or one year. Others may consider five or even ten years long-range. Whichever concept of time is best suited for you is the one you should use.

More to come next month….

“The ability to concentrate and to use your time well is everything if you want to succeed in business–or almost anywhere else for that matter.”

Lee Iacocca



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