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I recently spoke to a room of sales people at a luxury dealership in which a grand total of ONE (1) person raised their hand when I asked who had written their goals out at the beginning of the year. Blew my mind.
I am a FIRM believer, but maybe because I drank too much koolaid from Zig, Brian Tracy, Steven Covey & Company. Should it be up to sales management to dictate the task, or should so-called sales pros assume responsibility themselves?
I absolutely believe in setting yearly, quarterly and monthly goals. It's easier to stick with goals when everyone in your dept is on board and has a clearly defined objective.