From the course: Sales Performance Measurement and Reporting
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Drafting objectives for your sales direct report
From the course: Sales Performance Measurement and Reporting
Drafting objectives for your sales direct report
- What's your view about the use of personal objectives as a performance measure? I think if we were to ask 10 managers what their philosophy is about them, I predict we would get 10 different opinions. For me, developing personal objectives with a salesperson is a chance to combine the coaching that I really enjoy with the corporate mandate, which means I like the one-on-one session, since it's a focus on creating plans together to help the salesperson improve. I cringe at times that the corporate requirements because it can get too structured and formal. I'm of the school that less is more. I'd rather have five really actionable objectives than a laundry list that goes on for more than a dozen. I like that it's an assignment that I can work on together with each salesperson. It should be seen as a positive task rather than a burden. Many companies and managers like the use of the SMART performance management strategy since…
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