As the unfortunate recipient of some heinously impossible sales quotas in my day, I am most intrigued by this week’s trait as it pertains to Sales Managers (and a few from my past that I would enjoy assessing on this topic).
Realistic Goal Setting For Others
The ability to set goals for others that can be achieved using available resources and operating within a projected timeframe. This trait includes the ability to utilize previous measurable performance in the establishing of goals and/or quotas.
A sales manager with strength in this capacity is adept at understanding the potential of another individual, weighting the requirements of a job against their abilities and setting realistic/attainable goals for them to pursue.
A weakness in this area indicates a sales manager who may not have enough confidence to set goals at the proper level. They may not have the drive to encourage others to achieve established goals. They may not be able to clearly see what is happening to be able to form an accurate view of the situation.