Posted on by Judy

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.

In order to achieve the sales target of $1.7 million for the upcoming year the team needs to be efficient and smart in the work they do so that it is easy for us to achieve the sales target along with the other targets that are in place.
Adler
Adler is four weeks out of training and is considered as a Fresher and therefore the expectations will be less still we need some contribution directly or indirectly.
1. Needs to Achieve 20% of the Sales target ($0.3 million will suffice)
2. Complete the certifications assigned and also has to be certified in a specialized domain.
3. Adhere to the organizational process and also the client process.
Ella
Ella has six years of experience and has been performing in a fair manner for the last 6 years and this time we are expecting something more from her directly and indirectly.
1. Needs to Achieve more than 35% of the Sales target ($0.6 million will suffice)
2. As she is considered as a senior resource she should be taking up additional responsibilities like creating Book Of Knowledge and also conduct knowledge management sessions.
3. Knowledge transfer needs to be done to the junior employees and the new joiners so that they have a smooth transition phase.
Emma
Emma has six years of experience and is one of the best performers among all the employees of the organization. As an individual performer she has proved herself but now we need some managerial roles to be played by her and also team leadership skills.
1. Needs to Achieve around 50% of the Sales target ($0.8 million will suffice)
2. As a very senior resource she needs to manage small teams and assign tasks so that she can move ahead in her career. As she is a good performer she needs to provide trainings and sessions to make the team enable.
3. She needs to increase the number of clients by 5% of what it is at present because as a future manager she needs to be active. She needs to prepare progressive proposals for existing clients so that the business increases.
 
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