The Complete Guide to Accelerating Sales Force Performance

Types of Sales Force Goals

Sales force goals can be set for each of the five components of the selling organization shown in Figure 11-2. The responsibility for achieving particular goals varies with the job category within the selling organization. Senior sales management has the responsibility for achieving the higher-level goals, such as sales force investment and culture goals. Salespeople have direct responsibility for achieving local activity goals. Everyone has responsibility for customer and company results. Figure 11-3 suggests how goals are assigned to the sales team. The number of Xs in each cell signifies the importance of each type of goal at each level of the sales force team.

Figure 11-2. The Components of a Selling Organization. ...