Managing to sales objectives - Sales Management

The objectives set must be agreed with each individual charged with achieving them, and must be accepted by him or her as:

  • their personal responsibility
  • achievable within the scope of their skills(possibly with additional training).

The basic principles of establishing objectives

Most managers are aware that, when setting and agreeing objectives, they should follow the principle that objectives should be specific, measurable, achievable, realistic and timed(SMART).

This is outlined in Table.

basic principles of establishing objectives

This commonly accepted approach to establishing objectives to motivate higher performance and personal achievement is just as applicable in sales team management as in other aspects of a business. However, Would extend it to consider the importance of ensuring that all objectives must fit together in a compatible fashion, and, above all, be agreed and communicated.


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