Chapter 11. Setting Effective Goals and Objectives
This chapter focuses on setting sales force goals. Approximately 85 percent of U.S. companies establish formal goals for their salespeople. Experience shows that organizations and individuals who are goal-focused are more successful in the long run than those who do not set goals for themselves.
This chapter is designed to help you:
Know when to set ''soft'' goals based on competencies and activities and when to set ''hard'' goals based on sales and profits
Set goals in a volatile business environment with high uncertainty in predicting future performance
Implement an objective, data-based process for setting territorylevel goals that incorporates input from local sales management
Realize the factors ...
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