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Dale Rothenberger & David Light - Goal Getting and the Death of Quotas

Dale Rothenberger & David Light – Goal Getting and the Death of Quotas

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Unlock your potential with the Unlock your potential with the Dale Rothenberger & David Light - Goal Getting and the Death of QuotasDale Rothenberger & David Light - Goal Getting and the Death of Quotas course for only course for only Original price was: $49.00.Original price was: $49.00.Current price is: $9.90.Current price is: $9.90. at at Giolib.comGiolib.com! Explore our comprehensive library of over 60,000 downloadable digital courses across various ! Explore our comprehensive library of over 60,000 downloadable digital courses across various Business & SalesBusiness & Sales. Get expert-led, self-paced learning at up to 80% savings. Elevate your skills today!. Get expert-led, self-paced learning at up to 80% savings. Elevate your skills today!

Faculty:Faculty:
Dale Rothenberger | David LightDale Rothenberger | David Light
Format:Format:
Audio and VideoAudio and Video

Description

Establishing what is acceptable performance is key to a sales manager’s driving consistent selling activities and therefore sales outcomes. In today's world, it is the sales manager’s responsibility to involve the salesperson in the goal setting process so the goals remain challenging…. challenge seeking is highly correlated to sales outcome performance and compensation seeking.Establishing what is acceptable performance is key to a sales manager’s driving consistent selling activities and therefore sales outcomes. In today's world, it is the sales manager’s responsibility to involve the salesperson in the goal setting process so the goals remain challenging…. challenge seeking is highly correlated to sales outcome performance and compensation seeking.

In our session we will discuss the concept of "Goal Getting process". Key components are:In our session we will discuss the concept of "Goal Getting process". Key components are:

  • Name the Goal: What gets specifically named gets achieved.Name the Goal: What gets specifically named gets achieved.
  • Value Test the Goal: How does the specific goal fit the overall company sales objectives?Value Test the Goal: How does the specific goal fit the overall company sales objectives?
  • Pressure Test the Goal: Does it “soft-pass” the SMART test?Pressure Test the Goal: Does it “soft-pass” the SMART test?
  • Milestone the Goal: “What by when?”Milestone the Goal: “What by when?”
  • Benefit/Loss the Goal: What are the personal payoffs (incomes) and regrets avoided?Benefit/Loss the Goal: What are the personal payoffs (incomes) and regrets avoided?
  • “How?” the Goal: What schedule of actions (adaptable) is required for achievement?“How?” the Goal: What schedule of actions (adaptable) is required for achievement?
  • Action items • Potential Obstacles/Solutions • Resources requiredAction items • Potential Obstacles/Solutions • Resources required
  • Forecast the Goal: What metric(s) are predictive of success or failure?Forecast the Goal: What metric(s) are predictive of success or failure?
  • Picture of Success: What will it look like when the goal is achieved?Picture of Success: What will it look like when the goal is achieved?

Handouts

The Certainty Principle

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Faculty

Dale Rothenberger's Profile

Dale Rothenberger Related seminars and products: 2

Sales Evolution

David Light Related seminars and products: 1

Salepage: Salepage: https://smei.ce21.com//item/goal-death-quotas-386245
Archive: Archive: https://archive.ph/wip/Oy6NZ

Future-proof your knowledge with the Future-proof your knowledge with the Dale Rothenberger & David Light - Goal Getting and the Death of QuotasDale Rothenberger & David Light - Goal Getting and the Death of Quotas course at course at GiOlibGiOlib! Enjoy lifetime access to high-quality digital content, crafted to advance your career and personal development.! Enjoy lifetime access to high-quality digital content, crafted to advance your career and personal development.

  • Lifetime Access:Lifetime Access: Permanent access to all purchased courses. Permanent access to all purchased courses.
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  • Instant Availability:Instant Availability: Begin your course immediately after payment. Begin your course immediately after payment.
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