Setting SMART Objectives for Salespeople
Please help advise on how to set SMART objectives for a salesperson for the entire year and provide an example of a SMART objective to measure the relationship between a salesperson and a customer.
Thank you,
Nguyen
From United States, Edison
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Please help advise on how to set SMART objectives for a salesperson for the entire year and provide an example of a SMART objective to measure the relationship between a salesperson and a customer.
Thank you,
Nguyen
From United States, Edison
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Dear nghi.nguyen, Please go through the attachment it will be helpful to you. Thanks & regards! Iqbal
From India, New Delhi
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From India, New Delhi
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Hi all, I had a similar problem with my boss on SMART objectives. I work in a chemical company as a technical sales representative. I handle not only big customers, which we call key customers, but also small-size customers. In order to evaluate the performance of staff, my company uses a form named IPM (Individual Performance Management) to set up SMART objectives for the whole year. At the end of each year, the manager and staff will review the staff's performance based on objectives in this form, and all benefits are also based on this form. Below are some objectives he set for me:
1. Sales target: A million per year
2. Key customer: Meet sales target of all key customers
As per my boss's opinion: The first objective represents the sales target, which is the most important for a salesperson. I completely agree with him. The second objective represents key customer relationships, showing how well you understand your customers and how much business you obtain from key customers as well.
I had a discussion with my boss about the above objectives because I think both of them overlap: Sales of key customers fall under the sales target, and both of them represent sales numbers only. In the case where I cannot meet the second objective, it becomes difficult to meet the first objective.
Please advise if my idea is correct and how to evaluate the relationship with customers if we do not use sales numbers.
Thank you very much.
From United States, Edison
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1. Sales target: A million per year
2. Key customer: Meet sales target of all key customers
As per my boss's opinion: The first objective represents the sales target, which is the most important for a salesperson. I completely agree with him. The second objective represents key customer relationships, showing how well you understand your customers and how much business you obtain from key customers as well.
I had a discussion with my boss about the above objectives because I think both of them overlap: Sales of key customers fall under the sales target, and both of them represent sales numbers only. In the case where I cannot meet the second objective, it becomes difficult to meet the first objective.
Please advise if my idea is correct and how to evaluate the relationship with customers if we do not use sales numbers.
Thank you very much.
From United States, Edison
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