Typical focus of sales objectives - Sales Management

Most sales objectives fall into the classifications of:

  • higher sales volume
  • improved profitability from sales activity
  • cost control and/or cost reduction within the sales organization.

Table illustrates strategic or tactical actions (right column) that the sales team can address to produce improvement against the key focus of objectives (left column).

The sales manager should develop an objective planning form, where each salesperson records his or her objectives against those areas of sales activity that are key to improving sales performance for the company.here is no single format for an objective planning form, but Table illustrate san example. Table illustrates some opportunities for salespersons to impact on key result areas

Strategic-and-tactical-factors-addressing-key-sales-objectivesStrategic-and-tactical-factors-addressing-key-sales-objectives1Strategic-and-tactical-factors-addressing-key-sales-objectives2Strategic-and-tactical-factors-addressing-key-sales-objectives3

An-example-of-a-sales-objective-formAn-example-of-a-sales-objective-form1

Some-opportunities-for-salespersons-to-impact-on-key-result-areasSome-opportunities-for-salespersons-to-impact-on-key-result-areas1


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Sales Management Topics