How can individual sales goals be equitably set? Should goals be set equal to the company’s expectations, or should stretch goals be employed?
Young & Associates' goal setting methods are rooted in our proven approaches for identifying market potential and other key drivers that impact performance. Goals are based upon three key factors: marketing’s view of customer potential, the sales organization's view of what is possible, and management’s insights and expectations. We create for our clients a top-down, bottom-up analytical approach and help them develop goals that link to the company’s expectations as well as gain the buy-in of all key stakeholders.
A typical goal setting project will consist of an in-depth analysis of your customer base, followed by a rigorous analytical development of potential estimation. We will work with you to administer management judgment as an overlay to the analysis.