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Business Development Manager, Nicholas Petrillo has been in sales for over 20 years. His experience on the phones and on the sales floor allowed him to climb from SDR to BDM in just a handful of months here at Alleyoop. Nicholas now manages a team of about a dozen SDRs. He is passionate about providing them guidance and helping them reach their goals both personally and professionally.

Part of the guidance Nicholas shares with his team is how to set S.M.A.R.T. goals. In the included video, you can hear him speak about this. Here, we will break down his main points.

Why is Goal Setting Important?

Bill Copeland once said – “The trouble with not having a goal is that you can spend your life running up and down the field and never score.” Imagine a football team not knowing the goal of the game was to score points – running up and down the field is all they would ever do. They would get nowhere and their supporters would be left more than a little confused.

That is why it is important to remember that a goal without a plan is just a dream or a wish. So when you are setting your goals you want to make sure you are setting S.M.A.R.T. Goals.

What is a S.M.A.R.T. Goal?

S.M.A.R.T. is simply an acronym for creating a plan to achieve your goals. 

  • S is for specific.
  • M is for measurable.
  • A is for attainable.
  • R is for relevant, and
  • T is for timely.

This method puts parameters around your goal so you can go from “I want to make more money next year,” to “I am about to make $6,000 more next year, and here’s how…” The plan attached to the goal makes the goal more achievable. 


Using the example above about making more money next year, we can break down exactly how an SDR can turn this from a goal to a S.M.A.R.T. Goal. Let’s check it out:

  • I’m going to make an additional $6,000 next year.
    • This is a specific and timely statement about the goal.
  • That’s an additional $500 a month, an additional $125 a week, and an additional $25 a day. If I am paid $35 per set I need to make a minimum of 1 set a day.
    • These are measurable benchmarks for the goal. These benchmarks put into perspective the attainability and relevancy of the goal.
  • I will achieve these sets by practicing every day for 30 minutes with my manager and colleagues to better my performance. I will prospect for 1 hour to ensure I am reaching out to the best clients. I will make 200 dials a day and I will track my progress with the tools my company has provided.
    • These are actionable items that further solidify the attainability of the goal.


Goals are incredible tools at our disposal that can help us grow in our personal and professional lives. Using S.M.A.R.T. goal-setting techniques can elevate the goals you’re setting and lay out a plan for you to achieve them.

Try setting a few S.M.A.R.T. goals of your own and let us know how they work for you!

Post Written By:

Becca Fields-Poniskaitis
Head of Marketing

Video Script Written & Recorded By:

Nicholas Petrillo
Business Development Manager

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