Laying Out the Road Map: Purpose and Goal Setting in Sales

August 24, 2011 by  Filed under: Sales 

In sales, as in business and in life, nothing is more important than knowing where you want to be and how you plan to get there. This not only gives us direction but a sense of focus as well. Many sales people actually claim to be doing this. “Oh yes, we’ve heard it so many times before. It’s goal setting,” they usually say. Now this is where the problem comes in. Too often, people have a misguided view about the difference between purpose and goal.

In a research conducted among sales teams, 100% of the sales people surveyed say they understand goal setting. It is stating what you want to accomplish. It is about making a list of targets, prospects, and quotas. Of all the respondents, 80% even assert they know the proper way of structuring a goal, which is usually using the acronym SMART-Specific, Measurable, Achievable, Realistic and Time-bound. The study shows that while goal setting is a common knowledge and practice among sales people, purpose setting is not.

A goal is not a purpose. Although they are closely related, they still are two different animals. Goals are specific and tangible. Examples of sales goals are to close 3 deals in a week, to reach the $30,000 quota per month, or to gain a 10% incentive from all successful projects. A goal ends once it is achieved.

A purpose, on the other hand, has no end. It is ever-continuing. A purpose is something toward which a person or a group will always, always be striving. Purposes of a sales team may include things such as to be a world-class sales force or to be a team of sales experts with a reputation for maintaining good working relationships both with present and previous clients.

The goals of a sales team are part and parcel of its purpose. Every goal must be in line with the broader purpose which the team is committed to. As Kenneth Blanchard and Norman Peale put it, “A purpose is a particular road you wish to travel. A goal is one of the places you intend to visit on that road.”

It is highly valuable for sales teams to define not only their goals but their purposes as well. It is like having not only a list of things to accomplish, but more importantly, of things that matter. With a purpose and a set of aligned of goals in place, the path your sales team chooses to travel will not only be crystal-clear. It will be exceptionally meaningful as well.

Anne Cortez works as a Marketing Assistant at PurpleBug, Inc. PurpleBug Sales and Marketing is a consulting company providing cost-effective sales and marketing solutions for small and medium- sized technology companies who are developing business in the Philippines and eventually in Asia Pacific. We offer sales and marketing training, digital marketing, online reputation management, and business development services. To know more about our solutions, visit http://www.purplebug.net/.

Article Source:
http://EzineArticles.com/?expert=Anne_G_Cortez

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