Setting Goals and Measuring Performance

The Environment / Infrastructure Initiative addresses many of the foundational support systems that must be in place to ensure consistency and cohesion in building your sales and service culture and reinforcing effective behaviour.

This component calls for an examination of how well sales goals are defined and prioritized. Customer satisfaction and loyalty measures are among the most important measures.

Additionally, top-performing institutions chart past results, calculate annual percentage of increase, factor in situational influences, and extrapolate expectations for the future. They set challenging but attainable goals that inspire their staff to new levels of effort. They are also more likely to automate sales tracking in order to produce actionable management reports.