Goals Don’t work!

Stuart Lotherington, Senior Partner, SBR Consulting

2 February, 2019

When a man who has trekked to the North Pole tells you that goals don’t work it would be foolish not to listen.

Enter Stuart Lotherington, a senior consultant who specialises in sales force effectiveness. Stuart has run teams of up to 250 salespeople in the UK and US. He has worked with more than 10,000 individuals in 15 countries around the world to help improve the way they sell.

Apart from his jaunt to the North Pole, Stuart has taken part in ironman competitions, ultra-distance cycling, running and skiing events, having done no competitive sport at school. Oh, and apart from the day job, he has helped to raise four daughters.

So why is it that so many goals are rarely achieved? In his fascinating webinar, hosted by the Association of Professional Sales, Stuart explained why the goals we set ourselves, in selling, in business and in our personal life, often elude us and how to give ourselves the best chance of success.

Stuarts key takeaways:
• The three main reasons why goals don’t work.
• The key thing missing from most goal-setting systems and what you can do to put that right
• Seven steps to effective goals-setting.
• A radical system to help achieve ambitious and realistic goals at the same time.
• A leadership tool that inspires teams and individuals

Spoiler alert! Goals do work, but they have to be tackled in the right way.

In his impactful webinar Stuart said that traditional Smart goals, where “Smart” stands for:

Specific
Measurable
Attainable/Achievable
Relevant/Realistic
Trackable/Timely

can be good for business but are all based on logic.

Stuart explained that goals need to have an emotional component to improve your chances of achieving them. And the key thing is: “The goal you want to achieve has to be worth more than the pain you have to endure to achieve it.”

Stuart’s Lotherington’s webinar, hosted by Ben Turner from the Association of Professional Sales, was held on January 30, 2019

Click here to watch the webinar.

About Stuart Lotherington

Stuart Lotherington has been a senior partner at SBR Consulting, a global sales performance consultancy, for more than 13 years. He has personally worked and consulted with more than 200 client organisations from Google, Facebook and Expedia to mid-size companies and SMEs across 15 different countries around the world.

Stuart recently finished a psychology degree, and has completed numerous ultra-distance sporting events. He is the father of four daughters. Stuart began his sales career in 1988.

About SBR Consulting
SBR Consulting has a 150 year history that specialises in getting the best out of sales forces.

About the APS

The Association of Professional Sales is the leading authority for salespeople, a not-for-profit organisation reinvesting in the sales profession to build standards, trust and education. The APS is engaged with MPs to promote ethical, professional selling across UK businesses and has worked with the government, business leaders and academics to establish sales apprenticeships up to degree and master’s level. We are also campaigning for chartered status to give skilled, ethical salespeople the same recognition as other professions like accountants, architects, and engineers.

Click here to see the benefits of joining the APS.

Click here to see what APS members say about the Association.