Goal Setting in Sales Management

"Goal Setting in Sales Management" defines the importance of goals setting, offers practical examples, and presents a structure for linking each part of an organization together for a common goal.

"How can a man hit a target he can not see? Let me ask you, how can you hit a target you do not have?" said Zig Ziglar when talking about goal setting. Goals are targets you have for some definite future date to have something accomplished or achieved.

Our Organization

In our organization we have several groups of people that work together regularly to complete tasks that make our organization successful. These groups include Teams, Projects, Divisions, and Corporate. The Corporate contains Divisions, while the Division contains Projects, and finally the Project contains Teams. In our systemic corporate structure Divisions and Focus Groups are the same.

As a hierarchical organizational structure denotes higher and lower powered groups, on the contrary our organization understand that if a Team does not meet its goals the Corporate will fail to meet theirs. Every group is equally important, and more importantly should be seen as a part of the whole. As with a Russian Doll, the Team is the innermost shell, while the Corporate is the outermost shell.

General Strategy

It is important to regularly meet to assess the status of existing goals and create new goals for the next period. Goals are created to be achieved before the next regular meeting are considered short-term goals, while goals that will take several meetings to achieve are considered long term goals. Short-term goals will always get the group closer to the long term goals.

Just as there is a firm hierarchical structure for the different groups in our organization, there is a definite means of setting goals. A Teams sets goals to achieve the goals of the overall Project, as the Project sets goals to meet goals of the Division, and finally the Division sets goals to fulfill the goals of the Corporate. Each short-term goal is defined to be completed in a specific time frame and produce metrics compatible with any long-term goals.

General Schedule

As mentioned earlier, each group has regular meetings to set and assess its goals. Each group will meet and discuss particular items relative to the group itself and the achievement of its parent’s goals.

Teams

Weekly: Meet to discuss the major milestones or project goals that need to be completed before the next weekly meeting. Review team progress, highlight achievements, and identify any stumbling blocks. Define goals based on the needs to meet the goals of the overall project.

Projects

Monthly: When meeting as a project do the same as in an individual time, but set goals that can be accomplished in one month. Look at the progress and achievements of all teams involved. Any goals defined here will help the project come closer to achieving the divisions goals.

Divisions

Quarterly: In divisional meeting, review the progress of all projects and projects goals achievement. Create and define measurable goals that must be met before the next quarterly meeting. The goals defined help the division get closer to the corporate goals.

Corporate

Yearly: Meet and review the goals, achievements, areas for improvement, and progress of the entire organization and all its parts. Review the divisions progress with their goals, highlight improvements, and set measurable performance goals to achieve over the next year. Any goals defined reflect the aspirations and mission of the corporation.

Overall, each group does what is necessary to build the group below it and above it in the corporations hierarchical structure.

Before you go back to your company and start setting goals, remember (a) goals must have a definite time frame for achievement, (b) goals must be measurable, and goals must inspire your organization to achieve. Talk about goals in your organization and don't be afraid to involve everyone. Now get out their, get focused, and achieve to targets you do have!

Justin Hitt is a Strategic Relations Consultant helping businesses grow stronger relationships, and author of the booklet "101 Strategies for more Profitable Customers", send $7 and a self-addressed, double-stamped envelope to the 101 STRATEGIES BOOKLET, Dept. A0402, PO Box 8874, Virginia Beach, VA 23450 or online at justinhitt.com/ Quantity discounts available.

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