Scribd Logo
Upload

Welcome to Scribd!

  • 27 views

    Summary Chapter - 11

    Uploaded by

    HEM BANSAL
    Setting and managing sales goals is important for aligning a salesforce with company objectives and assessing performance. Sales goals motivate representatives, focus selling efforts, and allow for comparison across regions. Goals can be based on inputs like calls or outputs like revenue. Using a mix of metrics and feedback helps representatives achieve goals agreed upon through negotiation between managers and representatives.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd

    Summary Chapter - 11

    Uploaded by

    HEM BANSAL
    27 views2 pages
    Setting and managing sales goals is important for aligning a salesforce with company objectives and assessing performance. Sales goals motivate representatives, focus selling efforts, and allow for comparison across regions. Goals can be based on inputs like calls or outputs like revenue. Using a mix of metrics and feedback helps representatives achieve goals agreed upon through negotiation between managers and representatives.

    Original Description:

    tgdf

    Original Title

    Summary Chapter- 11

    Copyright

    © © All Rights Reserved

    Available Formats

    DOCX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Setting and managing sales goals is important for aligning a salesforce with company objectives and assessing performance. Sales goals motivate representatives, focus selling efforts, and allow for comparison across regions. Goals can be based on inputs like calls or outputs like revenue. Using a mix of metrics and feedback helps representatives achieve goals agreed upon through negotiation between managers and representatives.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    27 views2 pages

    Summary Chapter - 11

    Uploaded by

    HEM BANSAL
    Setting and managing sales goals is important for aligning a salesforce with company objectives and assessing performance. Sales goals motivate representatives, focus selling efforts, and allow for comparison across regions. Goals can be based on inputs like calls or outputs like revenue. Using a mix of metrics and feedback helps representatives achieve goals agreed upon through negotiation between managers and representatives.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    SETTING GOALS AND MANAGING THE SALESFORCE’S

    PERFORMANCE

    According to Febry, National Trade Marketing Manager for Miller Import and Craft
    Beers, working with members of the salesforce to achieve sales goals is a critical
    element of the sales manager’s position. When representatives are having trouble
    achieving their goals, sales managers need to find out what types of problems they are
    encountering and what they can do.

    A sales goal (quota) is a performance standard by which salespeople – sales


    representatives and sales managers alike – are measured. The primary purpose of
    having sales goals or quotas is to synchronize the direction and efforts of the sales force
    with plans developed by a firms top management.

    Sales goals are set so as to perform the following -


     Motivate the sales force of the company.
     Assess the financial return on the firm’s investment in its products and services.
     Compare the results achieved by salespeople in different sales territories and
    regions.
     Focus the selling efforts of the sales force: Direct the efforts of sales force
    towards certain sales activities a company wants them to engage in.

    Sales goals are generally formed based on measures of performance that occur over
    time. They are often described as being either-
     Input based- observable selling efforts a salesperson must take, for example, no.
    of sales calls made or no. of new clients contacted
     Output based- the selling results a representative is expected to achieve, for
    example, no. of orders a representative must receive, revenue, etc.
    Many companies use a combination of both input and output based goals in order to
    ensure that their sales representatives are engaged in customer activities as well as
    meeting their output goals. In order to keep a check on the expenses incurred during the
    sales process, companies also have an expense quota in place.

    Companies need to figure out right mix of metrics that fits their organization to measure
    the performance of their salesforce. Additionally, they also need to decide on the right
    time period to track. Some people also argue that salespeople should be included in the
    process of determining their sales quotas (known as bottom-up approach). Combination
    of top-down and bottom-up approach with a little negotiation can help in reaching a
    goal that both the sales representative and sales manager agree with.

    Lastly, it’s very important that the companies give their salespeople frequent and timely
    feedback about their progress toward their goal. This timely feedback can help the sales
    managers to put in more effort or redirect their effort to get results as expected.

    You might also like