Determining Successful Territory-Level Goals—A Five-Step Process

Many companies spend considerable time, energy, and money on determining quotas or targets. Territory-level goals are the most common goals established for a sales force. They can take many forms: sales revenue, units, profit, market share, sales growth, share growth, and profit growth. The appropriate type of goal and the right level for the goal depend on many factors, including the selling environment, the sales force culture, and data availability. The five-step process shown in Figure 11-9 can be used to improve goal setting in any selling environment.

Figure 11-9. A Process for Establishing Sales Territory Goals.

Step 1: Set National Goals and Objectives

Establishing a national ...

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