Goal-Setting Observations

Goals that are challenging, attainable, and fair are motivational. Motivation is enhanced if there is a reward associated with achieving a goal. Rewards can be intrinsic or extrinsic; however, salespeople usually respond better to extrinsic rewards. Consequently, many companies link incentive compensation to goal achievement. This, of course, increases everyone's interest in how goals are set.

The company's objectives and salespeople's objectives do not always line up. The company needs to achieve sales and earnings targets. The salesperson wants to maximize his or her income. Consequently, the company wants to set high targets, whereas salespeople lobby for lower targets in order to increase their income. A goal-setting ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.