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Overview:
It also helps to understand that there are different types of goals. Some goals are meant to solve problems. "Over 25% of our customers have had two false alarms in one month. We have a problem and it is affecting not only our customer, but also our relationship with the police. What can we do about that?" These are necessary goals, dictated by management because they realize that the problem is affecting their business. Some goals are simply a continuation of what people are already doing. "We installed an average of 10 systems per month last year. This year we need to increase that to 12 systems per month." That can certainly provide a challenge to your company and especially your sales force. But knowing that you have done it before on a consistent basis, year after year, lowers the challenge and excitement. So be careful with this type of goal. | |
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