From Passenger to Pilot: Own Your Career with SMART Goals

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From Passenger to Pilot: Own Your Career with SMART Goals!

By Desiree Grace

Last week we talked about SMART goals. But now it's time to look at things from the perspective of the salesperson.


Salespeople, it’s that time of year again, the mid-year review. Like any good traveler, preparation is everything. And when it comes to your career, you need to be SMART.

Think of it like this: if you’ve ever spent a night in an airport hotel without your luggage, you’ve probably learned to stash a toothbrush, toothpaste, and a clean t-shirt in your backpack. The same logic applies to your performance review, except your backpack is full of data, accomplishments, and SMART goals.

Step 1: Preparation is a Year-Round Activity
Mid-year reviews shouldn’t sneak up on you like turbulence over Chicago. You prepare all year long. How? Save the wins. Every large order, every glowing customer email or thank-you text? File it away. Keep a running record on your desktop so you're ready when review time rolls around.

Step 2: Get SMART with Your Goals
Just like your boarding pass spells out every detail of your flight, your goals should be equally specific—and SMART:

  • Specific

  • Measurable

  • Attainable

  • Relevant

  • Time-Bound

Here's an example:

Vague Goal: “Increase cross-selling” sounds okay, but it’s not SMART. Let’s sharpen that:

SMART Goal: “Increase product categories sold by at least two with your top 10 customers by the end of fiscal year 2025, generating at least $5,000 in annual purchases per new category.”

See the difference? If your manager hands you fuzzy goals, this is your chance to shine. Rewrite them to be SMART and watch how that reflects on your initiative (and makes your boss’s life easier...bonus points).

Step 3: Track Progress Like a Pro
Data is your best friend here. Track your progress toward those SMART goals, and don’t stop there. Monitor your leading indicators, too, sales calls, new opportunities, cross-references completed, and quotes provided. At mid-year, come prepared with qualitative and quantitative proof of your performance.

For example, maybe your top 10 customers have already purchased $2,500+ in new product categories. That turns your mid-year review into a high-five session instead of a nail-biter.

Step 4: Communicate Your Results
Remember the Scientific Method from middle school? (Yes, it does come in handy outside science class.) You’ve observed, asked questions, tested strategies, and analyzed results. 

Now, communicate that to your manager:


“Dear Boss,
I’ve been reviewing my progress over the last six months. My key goal was increasing cross-selling at VIP and Big-Wig. Both accounts now purchase two additional product categories. YTD, VIP has bought $67,000 in new product categories, and Big-Wig has purchased $42,000. I’m targeting Kahuna Inc. and Shazam Enterprises for the same growth and expect similar results by year-end.”

 

See how prepared and proactive that sounds? You’ve just made your boss’s job easier and positioned yourself as a self-starter.


Step 5: Adjust When Needed
Performance reviews are also for course-correcting. As Thomas Edison famously said, “I have not failed. I’ve just found 10,000 ways that won’t work.” If something’s not clicking, say so, and be ready to try new approaches. Maybe that means joint calls with your favorite rockstar rep agent, or requesting samples from your go-to manufacturer.

And if a goal needs revision? No problem. Let’s say a new product launch fizzled thanks to supply chain chaos, which is out of your control. Be ready with a replacement goal and a solid business case to swap it out.

Step 6: Own the Process
Don’t treat your performance review like a dreaded middle seat by the lavatory. Take control:

✅ Track your successes all year
✅ Ensure your goals are SMART
✅ Measure progress and activities
✅ Adjust when needed
✅ Communicate clearly and proactively

The journey from passive passenger to pilot of your own success takes preparation, discipline, and a willingness to adapt. Sure, there may be a little turbulence, but follow these steps and the landing will be smooth.

Need help crafting SMART goals or charting your career journey? River Heights Consulting has piloted plenty of successful career paths. We’d love to help you navigate yours. Give us a call. We’ll help get you to your destination. 



About the Author:

Desiree Grace is a distribution veteran who believes in preparation, proactive
communication, and keeping your sales career on course. She’s helped countless professionals navigate to success and survive a few airport delays along the way. Connect with her on LinkedIn.




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