Are you S.M.A.R.T.? Here is a beautiful acronym that typifies how to train for “Leveraging Success”. It is being used successfully by the BEST sales organizations who are serious about integrating corporate training with sales management. According to the World Class Sales Competency Model built on the World Class Sales Competency Research, “Leveraging Success” is an important competency solution.Leveraging Success “leverages” the positive impact of an action, solution, or outcome to advance or expand the level of partnerships. Now that is SMART! Leveraging success though activity means to ensure that stakeholders appreciate both the value of the solution to the achievement of their goals and the underlying relationships as a basis for expanding a mutually beneficial relationship. You also want to document and communicate Best Practices to ensure that lessons learned are not lost, but instead captured and leveraged to realize additional opportunities. If you integrate, TEACH and PROVE the measurable outcomes of this S.M.A.R.T. science in your Sales Training Program, you will be 97% more effective in leveraging success and “smarter” than many other trainers! BE SMART! Specific – Be very specific about your goal. Write it down. You are POWERFUL! Visualize, Actualize, Realize. Read the Classic books: Think and Grow Rich by Napoleon Hill or The Magic of Believing by Claude M. Bristol. Do you want to have it all? Thoughts can really become things – if you truly believe in what you are thinking. Laser focus on your goal until it comes true. Measurable – “Inch by Inch My Goal is a Cinch”! Map out your course of specific goals.Where you are going? Where is your map? Write down directions, dates, timelines and deadlines. Plan like you are going on vacation from start to finish. Measure the ROI (Return on Investment) and the cost of your time and effort against the desired outcome. According to a famous Harvard University study and many scientific journals, neurological thought transformation to achieve financial and behavioral success works when people actually create and execute a detailed success map. Achievable – Start out by setting and achieving small goals first. Goals set too high or too low become meaningless. Add Faith, Belief and Reality. Keep clear headed, and motivated, with drive and determination. Your Sub-Conscious mind is AMAZING. It is the co-creator with your WILL to succeed. Learn to use Self-Affirmations to build a positive attitude. Relevant – Are your goals really YOUR goals or someone else’s? Is it relevant for you to be actualizing this goal? Who are you serving? (A Parent? Partner? Boss? Society? God?) Who is really benefiting? Are you thinking of the greater good when you set your goal? What is your TRUE innate talent and passion? What is your dream? If your goal doesn’t have any real relevance, you will find it too difficult to form an emotional attachment or connect with that goal and you will NEVER achieve it as a part of your true destiny. Timing – Set aside a specific time to get the reasonable amount of work done that you want to accomplish. Be easy on yourself to allow for the time to complete their task. You will get it done if you focus. If you don’t focus, you will more than likely WASTE your time and the task will take longer. How long have you put off that advanced college degree anyway? What else are you wishing for that you really could have had long ago? As a Sales Trainer, you must help determine if your Sales Managers goals are clear, stated, focused, realistic, measurable and related to the vision and mission of the company. If you are not doing this, you will not be very effective in seeing the results of your training efforts where it counts – in bottom line revenue and production by your “trained” class. BE SMART. Integrate your Training Expertise with that of Sales Management by perfecting the S.M.A.R.T formula.