Goal setting can be a great motivator and when done incorrec

Goal setting can be a great motivator, and when done incorrectly it can be a de-motivator. Some factors that impact a sales rep\'s ability to achieve their sales goals are within their control and some are not. When reps are not achieving their goals a sales manager would want to consider how they are spending their time (input or activity goals). If their time allocation seems in order then an examination of the quality of their work would be warranted. Some factors affecting goal attainment are outside of a rep\'s control. The goals may be in error because of flawed marketing research, changes in marketing mix variables, underachieving promotional campaigns, delays in distribution, new competitors, environmental factors than impact demand, adverse laws and regulations, as well as other factors.

The sales goals for one of the territories you manage have been set at $1.7 million for the upcoming year. There are three sales people in this territory: Adler, who is four weeks out of training; Ella, who has six years of experience and is considered a fair (but not great) performer; and Emma, who has 11 years of experience and is a lead performer.

Set three goal levels for each representative and explain your rationale for each.

Solution

Below are three goal levels for each representative -

Adler - Fresher in sales job

Individual goals - Understand the sales process and independently achieve 0.1 million $ sales.

Team goals - Work with the team, especially Ella, in achieving the sales goals by helping through researching consumer preferences in the territory, identifying potential consumers etc.

Organizational goals - Work with senior personnel viz. Emma in assisting in documentation and required help in sales process.

Ella - Mid-level experience in sales

Individual goals - Achieve a sales of 0.6 million $

Team goals - Provide guidance to Adler in understanding sales process and bring him upto speed to achieve his sales goals.

Organizational goals - Work with Emma and assist her in achieving the organizational sales goals while generating leads.

Emma - Senior and experienced and is the lead performer

Individual goals - Achieve sales revenue of 1 million $

Team goals - Guiding Ella by assisting in any issues faced by her while reviewing Adler\'s performance.

Organizational goals - Ensuring the team collectively achieves and even exceeds the target of 1.7 million $