{"id":1613,"date":"2008-06-12T11:00:37","date_gmt":"2008-06-12T16:00:37","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/"},"modified":"2008-06-12T10:59:02","modified_gmt":"2008-06-12T15:59:02","slug":"defining-excellence","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","title":{"rendered":"Defining Excellence"},"content":{"rendered":"

Selling Power released an archived article titled Four Elements of Excellence<\/a>.\u00a0 The short article provides a well-thought description so let’s cut right to the chase.\u00a0 Here are the four:<\/p>\n

1.) Goal Setting
\n2.) Commitment
\n3.) Feedback
\n4.) Organizational Support<\/p><\/blockquote>\n
I would say that is a good list.\u00a0 The one that jumps out is goal setting.\u00a0 This is something we see in the sales arena often, but not in a good way.\u00a0 Many sales managers believe an annual quota is all the goal setting a salesperson needs.<\/p>\n
But let’s jump back to the article:<\/p>\n
Without specific goals, you’ll never know whether you’ve achieved excellence because you’ve never defined it. Hence, the first step is to write clear, specific goals of what you wish to achieve and at what level you wish to achieve these goals.<\/p><\/blockquote>\n
Here’s the issue – I worked with a fairly strong salesperson who had a golden<\/em> territory.\u00a0 He had worked hard to develop it and was successful in landing a handful of large accounts.\u00a0 However, he stagnated.\u00a0 The only measurement for success was the annual quota which increased slightly each year.<\/p>\n
This salesperson was able to ride his good accounts each year to cover the increased quota responsibility.\u00a0 Yet, his territory contained much higher potential.\u00a0 The goal setting in this instance did not define the right growth for him or the bountiful territory he controlled.<\/p>\n
Successful sales is a matter of executing the right behaviors consistently.\u00a0 Goal setting should include prospecting, new customers, retention, product\/service mix, industry associations, on-time expense reports, trade shows and many more items.\u00a0 Define success beyond just profitable revenue.\u00a0 Set appropriate goals that stretch the salesperson outside of their comfort zone.<\/p>\n","protected":false},"excerpt":{"rendered":"
Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let’s cut right to the chase.\u00a0 Here are the four: 1.) Goal Setting 2.) Commitment 3.) Feedback 4.) Organizational Support I would say that is a good list.\u00a0 The one that jumps out is goal setting.\u00a0 This is something we see in the sales arena often, but not in a good way.\u00a0 Many sales managers believe an annual quota is all the goal setting a salesperson needs. But let’s jump back to the article: Without specific goals, you’ll never know whether you’ve achieved excellence because you’ve never defined it. Hence, the… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[20,4],"tags":[497,624,760,761,762],"class_list":["post-1613","post","type-post","status-publish","format-standard","hentry","category-compensation","category-sales-management","tag-managing-sales-people","tag-managing-salespeople","tag-sales-goals","tag-sales-quota","tag-sales-target"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-q1","jetpack-related-posts":[{"id":1169,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-realistic-goal-setting-for-others\/","url_meta":{"origin":1613,"position":0},"title":"Sales Traits Series – Realistic Goal Setting For Others","author":"Derrick Moe","date":"September 6, 2007","format":false,"excerpt":"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 OthersThe ability to set goals\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":327,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/top-10-tips-for-effective-goal-setting\/","url_meta":{"origin":1613,"position":1},"title":"Top 10 Tips for Effective Goal Setting","author":"Lee Fratzke","date":"September 26, 2006","format":false,"excerpt":"CareerBuilder.com has an interesting management article regarding goal setting that I wanted to pass along. They have 10 quick steps in helping the goal setting process become more effective for managers. Their 10 steps are: Allow Your Employees to Own Their Goals Set Deadlines Make Sure the Goals are Measurable\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1490,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/the-essence-of-sales-management\/","url_meta":{"origin":1613,"position":2},"title":"The Essence of Sales Management","author":"Derrick Moe","date":"March 28, 2008","format":false,"excerpt":"This is a tough topic because there isn't a cookie-cutter sales manager template that fits for all companies.\u00a0 Our experience has been that smaller-sized companies tend to expect the sales manager to carry a significant quota while larger companies expect the sales manager to manage without carrying a personal quota.\u00a0\u2026","rel":"","context":"In "Onramping"","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":606,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/sales-traits-series-realistic-personal-goal-setting\/","url_meta":{"origin":1613,"position":3},"title":"Sales Traits Series – Realistic Personal Goal Setting","author":"Derrick Moe","date":"January 25, 2007","format":false,"excerpt":"This week's sales traits comes with an anecdote. At a previous company, I worked with gentlemen who ran their own part of the business and had responsibility for their own forecasts. I remember submitting my forecast for the upcoming - it was a reasonable number. The 2 other business segment\u2026","rel":"","context":"In "Anecdotes"","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":617,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-selling-sales-manager-paradox\/","url_meta":{"origin":1613,"position":4},"title":"The Selling Sales Manager Paradox","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"We here at The Hire Sense are diehard hockey fans so pardon my analogy. Jacques Lemaire is the head coach of our Minnesota Wild. As head coach, he is obviously in charge of running practices, developing players, coaching during the game and, ultimately, winning games. He does all this without\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":1613,"position":5},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1613","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1613"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1613\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1613"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1613"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1613"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}