From the course: Sales Performance Measurement and Reporting
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Setting and communicating your sales target strategy
From the course: Sales Performance Measurement and Reporting
Setting and communicating your sales target strategy
- When I was first hired as a salesperson I can remember my sales manager saying to me very directly, "Dean your job description is two pages long and there are many things you need to do to be successful. However, I'm going to narrow down the list and make it really easy for you. Your job is to focus on hitting the revenue number." He said it with a smile, but he sure meant it. It stuck with me throughout my career because our jobs have become more complex. The marketplace more competitive and with increased ways of measuring our performance, we should never lose track of the primary objective; hitting our sales targets. As a manager, along with determining salary increases for the sales team, I found that setting targets is one of the more stressful things that I have to do. Coaching, negotiating with a buyer and working with a sales representative to close a deal, I love that. However, locking in on a sales budget…
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