{"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":"https:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","title":{"rendered":"Defining Excellence"},"content":{"rendered":"<p>Selling Power released an archived article titled <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/article\/display.asp?aid=SP3406374\">Four Elements of Excellence<\/a>.\u00a0 The short article provides a well-thought description so let&#8217;s cut right to the chase.\u00a0 Here are the four:<\/p>\n<blockquote><p>1.) Goal Setting<br \/>\n2.) Commitment<br \/>\n3.) Feedback<br \/>\n4.) Organizational Support<\/p><\/blockquote>\n<p>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<p>But let&#8217;s jump back to the article:<\/p>\n<blockquote><p>Without specific goals, you&#8217;ll never know whether you&#8217;ve achieved excellence because you&#8217;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<p>Here&#8217;s the issue &#8211; I worked with a fairly strong salesperson who had a <em>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<p>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<p>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":"<p>Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let&#8217;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&#8217;s jump back to the article: Without specific goals, you&#8217;ll never know whether you&#8217;ve achieved excellence because you&#8217;ve never defined it. Hence, the&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/\">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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[20,4],"tags":[497,624,760,761,762],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-q1","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1613"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1613"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1613\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1613"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1613"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1613"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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