Q&A for Sales Managers on Goal Setting

Published: Thu, 07/21/22

Q&A for Sales Managers on Goal Setting

Q. What would you recommend for goal setting for sales managers?

A. Great question. I believe a sales manager should be involved in goal setting in two ways. First, the sales manager needs to ensure that all of his/her salespeople have well designed goals. Second, the sales manager needs to have a series of goals for his/her own performance and growth.

I don’t want to belabor the point about why setting goals is a powerful exercise for salespeople. Let me just emphasize that an effective sales manager makes sure that all the salespeople have well done, motivating goals.

Now, what about goals for the sales manager, apart from those of his/her group?

Generally, there is no need for performance goals, because those have already been determined by the composite of the performance goals of the salespeople. The sales manager, for example, has no need to create a sales goal, because the sales goal is the sum of the sales goals for each of the salespeople this manager supervises. It has already been done.

Sales Leaders – A rare opportunity to enhance your skills and acquire principles & practices that will embellish your career

Sales Leaders Excellence & Influence Course

Four-month immersion into the best practices for sales leaders. Combination of on-line instruction with live coaching, live training, meetings with other sales leaders & our team of experts. Concepts and skills that will serve you well for the rest of your career. Cohort limited to the first 12 participants.

With our team of experts on your side, you’ll become a hero in your organization.

Learn More Here!

But there are two other classes of goals that could make a difference in the life and performance of the sales manager: Activity goals and personal development goals.

Activity goals delineate the kinds of activities in which the person wants to engage.

For example, a sales manager may decide to commit to activities like these:

- work one day a month with each salesperson
- call each salesperson on the phone at least once a day
- have a monthly formal planning session with each salesperson
- get to know the families of every salesperson.

Notice that each of these goals are not measured by results. The computer cannot measure the invoices that are created by calling each salesperson on the phone once a day.

However, each of these describes an activity... READ THE FULL ARTICLE HERE.

Featured Podcast:

Q&A from Salespeople: Account Strategies

This podcast answers three key account strategy questions.

Everyone needs a bit of inspiration, education and motivation.

Forward this message to your friends and colleagues.

Like what you’ve read? Become a subscriber. Click here.

P.O. Box 523
Comstock Park MI 49321
USA

Unsubscribe | Change Subscriber Options