What Do Goals Accomplish?
Goals energize salespeople and organizations. They signal direction and achievement. Organizations mobilize and extend themselves to achieve self-set goals for innovation, new product launches, productivity enhancement, and revenue or market share growth. Individuals strive to achieve their own goals and objectives. Organizations and individuals who are goal-focused are usually more successful in the long run than those who do not set goals for themselves. Michael Jordan, the famous basketball player, had a personal goal of scoring eight points in each quarter.
As Figure 11-1 shows, goal setting within the sales organization has an impact on the customer, the salespeople, and the company's results.
Figure 11-1. The Impact ...
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