Goals for Managing Sales Performance

Time estimations for completing the lessons in Managing Sales Performance:

1.  Communicating Performance Standards: 5 ½ hours

2.  Establishing Goals: 10 ½ hours

3.  Addressing Performance Problems: 10 hours

4.  Setting Call Objectives: 5 ½ hours

5.  Coaching for Improvement: 6 ¾ hours

6.  Providing Formal Feedback: 12 ½ hours

In the space below, write down the following:

Ù  Your goal(s), stated in SMART terms (Specific, Measurable, Attainable, Relevant, and Time-Bound).

Ù  The impact your goals can have, potentially, on your results as a manager.

Ù  The date by which the goals will be achieved (including the date by which you will have completed this module).

Goal / Potential Impact / Date
Example: Develop my ability to help my lowest-performing sales reps identify the causes of their performance problems as tracked by increased number of sales calls per day. / Increase team’s sales by $xx,xxx next quarter.
Improve motivation and morale in low-performing reps. / By
September 1

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