Align rep goals to develop & support sales plan

1. Align rep goals to develop & support sales plan • Account Plan Goal Setting • Accounts • 2. Account opportunities • 3. Set goals for accounts • Sales Plan Goal Setting • Territory • 2. Territory opportunities • Set goals for territory Analyze Prioritize Set goals Account Plan Sales Plan Execute

2. Goal alignment Company Goals Goals at all levels of the organization should support company strategy BusinessImprovement Territory Goals Territory Goals Individual Sales Rep Goals Personal Development SOURCE: Harvard Business Review

3. Selecting goals to prioritize Priority A • High value and primary concern • Fundamental to overall success Priority B • Moderate value and secondary importance • Important to the bottom line or to local initiatives Priority C • Little value and minor importance • Purely tactical and limited financial impact SOURCE: Harvard Business Review

4. Building blocks of company goals Increase sales revenue by $1.2M • Guiding Principles: • Top down and bottom up approach to ensure goals are communicated and aligned • Manager focus should be on goal achievement at the sales rep level when measuring success

5. Why we fail to achieve goals? • Goals are not realistic • Goal setting becomes about the plan, not the execution • Too many goals make nothing a priority • Never feel as if you accomplish anything • Difficult to tie goal achievement to a reward and recognition system • Do not know what is most important • Goals are not tied to the overall strategic plan of the company • No one is held accountable for lack of performance