Hi all,
I had the similar problem with my boss on Smart objective:
I work in a chemical company as a technical sales. I handle not only big customers which we call them as Key customer but also small-size customers. In order to evaluate performance of staffs, my company use a form named IPM(Individual Performance Management) to set up SMART objectives for whole year. end of each year, manager and staff will review staff 's performance base on objectives in this form and all benifits also base on this form. Below are some objectives he set for me:
1. Sales target: A million/year
2.Key customer:meet sales target of all key customers
...
As my boss's opinion:
1st objective is represented for sales target. that's is the most important of a sales person---> that 's true, I complete agree with him
2rd objective is represented for key customer relatonship, it show how deep you understand your customer, how many businesses you got from key customers as well.
I had a discussion with my boss about the above objectives because I think both of them are overlaped:Sales of key customer is under sales target and both of them represent sales number only and in case I can not meet 2nd objective, it's so difficult to meet 1st objective.
Pls advise if my idea is right and how evaluate the relationship with customer if we do not use sales number?
Thanks alot.