Setting targets 15 Aug 2017

Recently we were told about a sales manager who had commanded his sales force to achieve certain targets. This has prompted us to comment on how you should go about getting your sales team to bring in more customers. First, involve the people who are going to have to do the job. Get them to tell you what they can achieve. Some are likely to be cautious, so work with them to get a commitment to a reasonable figure. If someone is committed, they can be expected to take ownership of the task and responsibility for achieving the target.

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