Jeffrey Gitomer Answers a Question on Setting Sales Goals | Sales Training скачать в хорошем качестве

Jeffrey Gitomer Answers a Question on Setting Sales Goals | Sales Training

Jeffrey, I remember years ago that a remark was made by one of my Sales Managers referencing a Major League baseball player who gets paid millions for hitting 1 out of 3 pitches! When we determine what goal to achieve, it always seems that 100% is the goal. Of course we strive to "get 'em all," but knowing what we know, and not to make it easy for the sales reps to achieve, doesn't it make it motivational if the goal was actually set at what we know is attainable with a stretch? Pat Pat, Of course. Why would you set a goal you can't achieve? It sets you up for failure. Most times when sales plans are effected or put into place they're arbitrary in nature. "We're gonna do 11.5% this year." Where did they get that number? Answer: They made it up. Your job is to think in terms of best. Your job is to challenge your manager. Can you make goals with them, can you collaborate about what you believe is possible and actually make a game plan to make that happen? Sure, you should set the standard high. Sure, you should make it so that only the best achieve that particular standard, but the key word is achieve. The goal has to be achievable in the mind of the salesperson, they have to intend to do it. Then, and only then, can it be done. Don't fight the goal, harmonize and collaborate with your manager and the finance department to determine what can be done. From that point on you can win. Best regards, Jeffrey Jeffrey Gitomer | Gitomer | Buy Gitomer | How to Sell | Sales | Sales Advice | Sales Tips| Real World Sales | Sales Blog | Sales Books | Best Sales Books | Top Sales Books | Best Books on Selling | Books on Selling | Top Books on Selling | Books on How to Sell | Top Books on | How to Sell | Best Books on How to Sell | Sales Skills | Selling Skills | How to Improve Sales Skills | How to Improve Selling Skills | Sales Training | Best Sales Training | Professional Sales Training | Best Sales Trainer | Sales Team Training | Sales Manager Training | Management Training | Sales Management Training | Corporate Sales Training | Corporate Sales Team Training | Business Sales Training | Business Sales Management Training | Sales Training Program | Sales Training Class | Sales Class Online | Online Sales Class | Online Sales Training | Online Sales Team Training | Sales Training Online | Sales Team Training Online | Sales Training Online | Sales Team Training Online | Sales Management Training Online | Sales Videos | Sales Training Videos | Sales Expert | Sales Training Expert