By Walter Rogers · Chairman, Baker Communications
Clarifying your goals is the first step towards achieving sales success. It generally requires some work to identify them and make them concrete. Too often, even when sales professionals take the time to set down their goals, they define them too broadly, so that they sound more like some general corporate mission statement than a practical, definable, measurable, achievable outcome.
Increase size of pipeline Learn how to use CRM Start making more customer calls These are good general concepts, as far as they go, but without concrete specifics or a time frame attached to them, they are unclear, and therefore useless. They are only vague ideas, which do NOT direct the sales professional to clear action. In order for goals to be viable, they have to meet certain criteria so that you can act on them in the real world. A goal must be able to answer the question, “What do I need to do and when do I need to do it?”
