Bottom line… Sales success is based on dollars brought in.
There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson’s value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here).
So don’t wing it. Don’t allow yourself to say, “What happens happens. I’ll just do the best I can.” Don’t listen to those who suggest goal planning is fluff – whether they’re successful in sales or not. All else being equal, the sales professional who formally sets performance goals is the one to bet on. Leave permission-based failure to your competitors. You know formal goal setting is a good investment of your time, so make sure you get it done if you want to succeed.
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