Tracking Performance against Goals
As stated earlier, goals are an energizer. When implemented effectively, they can be great motivators for salespeople. However, in order for goals to motivate, feedback is necessary. Salespeople need to know how they are doing relative to a goal for the goal to affect their behavior.
Many sales forces provide performance feedback to salespeople in the form of hard-copy reports. These reports typically come out at regular intervals (monthly or quarterly, for example) and track territory performance against goals. In addition to hard copy, many salespeople can download performance data for their territory from headquarters onto a laptop computer. Spreadsheet or other analytical software on the laptop allows the ...
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