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Establishing Your Sales Objectives

Guest post by: Todd Willard

Article Overview: A simple process of establishing ones own sales objectives.

Establishing Your Sales Objectives

Many sales professionals today wait on their sales management to share with them their "sales objectives" or "quota" for the year.

While the company overall needs to establish its sales objectives for the year, as a sales professional, I always preferred to establish the objective on my own - based on what I know I needed to accomplish activity wise to meet my individual sales objective.

With that in mind, I would use the "SMART" concept in establishing my goals for my sales objective.

The SMART concept stands for the following:

S - Specific: the goal needs to be specific - usually a monthly revenue goal

M - Measureable: the goal needs to have some measurability associated with it - $

A - Achievable: is the goal achievable?

R - Relevant: make sure the goal is relevant to what you are looking to achieve

T - Time Based: the goal needs to be time based

If you will make the sales objective or goal SMART, you will have a much better chance of achieving that goal as a professional sales person.

WILLARD'S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training, selling



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