Seven Ways Sales Teams Can Set Better Goals

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Jun 20, 2019

Most sales forces use sales goals to focus attention on what’s important and give salespeople direction about what to do. Goals energize people and encourage them to keep going. Very often, companies link sales force incentive pay to goal achievement. This makes effective goal setting essential for directing and motivating sales teams and controlling sales compensation costs.


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