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The Sales Book by Graham Yemm

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Setting goals for your sales people

Objectives

  • To understand the importance of setting clear objectives to provide a clear direction for your sales people
  • To identify areas to set objectives rather than just revenue
  • To use the SMARTER model for setting objectives with your sales people

Understanding

Most of us like our bosses to provide us with a clear sense of direction so that we know where we are going, and preferably why. Unfortunately, in many sales environments the sales force is just given some numbers to achieve, occasionally reinforced with messages about product mix or margins to achieve. Whilst these are important, they do not provide much direction or guidance, if any.

The foundation for what is covered in the sales direction ...

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