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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Goal-Setting Sessions

There are six basic steps to developing specific goals for your team members.

  1. Set your own goals.

  2. Set the stage.

  3. Get opinions and facts.

  4. Relate your opinion and facts.

  5. Develop specific goals with specific plans (together).

  6. Follow up.

Understanding the importance of these steps is key to being able to carry them out effectively. In both motivation and training you learned that it is necessary to develop salespeople in a way that will allow them to be motivated from within, thus maximizing their capabilities. Goal setting is often a core building block in this process.

Goal-setting sessions are a key component to coaching your team. They should be positive and growth-oriented. Design them to help people develop in areas of weakness ...

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