Are your salespeople included in setting targets? Very few are. Sales targets are based on previous individual performance, sales division performance and budget requirements. In some companies everybody gets the same target, regardless of abilities or previous successes, while in others it is an enormously complex beast with all sorts of criteria used. While the business requirements have to be met, it is important to discuss and collaborate with the salespeople themselves. Sales is a game, and each time you play a game, you should want to do better. If you are not competitive by nature, sales can be a very tough career. It is, anyway. More and more, sales management is about coaching, not managing, so it really important for sales managers to understand how coaching works. There are great courses out there which guide sales managers through the coaching methodology. A simple, but structured approach to target setting with lots of commun...
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