Smc goal setting module tab 1 b 0403

PerformancePlanning..

Module 1B Page 1

Goal Setting

Goal SettingGoal Setting


Module 1B Page 2

Goal Setting


Sales Managers have a critical role in sales performance by ...Sales Managers have a critical role in sales performance by ...

Developing the overall Territory Plan

Facilitating individual Performance Agreements

Helping your salespeople develop goals, objectives, and action

plans to ensure your Territory Plan is achievable

Ensuring Sales staff meet their performance goals

Providing frequent coaching and feedback

……To optimize the effectiveness and To optimize the effectiveness and confidence of your teams! confidence of your teams!


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Goal Setting

Learning ObjectivesLearning Objectives

By the end of this module, you will be able to…By the end of this module, you will be able to…

Develop an effective Performance Agreement with each

of your employees

Set clear goals and objectives using the SMART Model

Prepare for a goal setting meeting


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Goal Setting

The Performance AgreementThe Performance Agreement

A performance agreement is an explicit agreement of what a manager and employee expect from each other

And…

How they will work together.


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Goal Setting

Goals, Roles, Process, Interpersonal relationships

Time

Ground rules

What-ifs

Resources

Communication channels

Individual responsibilities

Priorities

……focused on the focused on the CustomerCustomer & the & the BusinessBusiness

The Performance AgreementThe Performance Agreement

Typical elements …Typical elements …


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Goal Setting

Opportunities For Performance AgreementsOpportunities For Performance Agreements

When a salesperson starts a new job

When a new manager arrives

During formal goal-setting sessions at the start of the year/quarter

When customer assignments change

When creating a 6-Sigma project

During performance reviews or EMS discussions

During team meetings for team or group contracting

After a training session

After any change in the business or procedures that affects the work of an individual


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Goal Setting

Setting Goals & Objectives Setting Goals & Objectives

How will I know I achieved this goal?

How would someone be able to evaluate my

performance?

Must Respond to These Employee Questions...Must Respond to These Employee Questions...


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Goal Setting

The SMART ModelThe SMART Model

S Specific

M Measurable

A Attainable

R Results Oriented

T Timed


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Goal Setting

S Specific … Avoid generalities

M Measurable… Quantity, quality or observable

A Attainable… Realistic with time allowed & available resources

R Results Oriented… Focus on results not just activities

“Implement a 5% price increase by end of the 1st quarter”

“Improve your team integration, monthly QMI with Credit”

“Close the top 2 targets you’ve identified by 2nd Quarter”

“Grow Switchgear Sales 10% as measured by the M110 report”

T Timed… Completion date specified“Have your Account Plans drafted for our March 5th review’

The SMART ModelThe SMART Model


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Goal Setting


Effective Goals and Objectives are...Effective Goals and Objectives are...

Compatible with business goals and the individual’s job description

Realistic, yet challenging

Prioritized

Monitored by the key account and/or business plans and tracking mechanisms where appropriate

Capable of being measured or observedCapable of being measured or observed


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Goal Setting

Features of a Good Measurement SystemFeatures of a Good Measurement System

Complete

Timely

Visible

Controllable

Reasonable cost of implementation

Easy to interpret

Tracks important information

Not time-consuming to gather data


What gets measured gets done well !What gets measured gets done well !


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Goal Setting

Formula For Writing A GoalFormula For Writing A Goal

To have ______ ____ ________ _______ by _____ (Verb) (Quantity) (Subject) (Quality) (Date) Do what? How many? Of what? Done how? When?

Examples:

To have sold 3 new accounts with a minimum of 3 contracts each by 6/30.

(verb) (quantity) (subject) (quality) (date)

To reduce customer claims for invoicing accuracy by 40% by end of 2ndQ.

(verb) (subject) (quality) (quantity) (date)

To successfully complete one 6-Sigma project per quarter.

(quality) (verb) (quantity) (subject) (date)


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Goal Setting

The Performance Agreement The Performance Agreement

Goal #1 Meet or exceed the sales goal of $6 Million for an 18%V

in sales billed, shippable in the calendar year.

Goal #2 Obtain agreement to have the 4 executive staff members

at Montrose Enterprises attend the July CAP session at

Crotonville in order to position GE for the next contract

proposal. Accomplish by end of the 1st Quarter.

Goal #3 Write the specification for the Excelsior Project at Star

Industries by the end of February using the Information

Systems project team. This will put GE in the top share

position at Star.

Goal #4 Upgrade your competency in Microsoft Excel so you can do the

6 Sigma spreadsheet reports for your Greenbelt projects.

Complete the Excel class in January.


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Goal Setting

Evaluating Performance Objectives/GoalsEvaluating Performance Objectives/Goals

Team ExerciseRead each Performance Objective or Goal. Place a check mark in the Specific, Measurable, Results Oriented, and/or Timed columns if objective or goal clearly incorporates those dimensions.

Performance Objective/Goal S M A R T

1. Coordinate preparation of a 6-Sigma report to ensure submission on June 30 and that it meets established guidelines.

2. Schedule next quarter’s work plans so that T&L expenses are not over Op Plan.

3. Submit Key Account Plan updates by noon on the last fiscal Friday of the 2nd Quarter, on the original forms, modified in pencil.

4. Increase sales in territory by 20%.

5. Penetrate 6 new profitable accounts in the 1st Half of next year.

6. Complete training in skill development areas as discussed with District Manager by year end.


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Goal Setting

Pairs ExerciseWrite your own Performance Objectives. Use the Objectives you brought to class, or use last year’s objectives or those you would like to achieve in the upcoming year. Check the spaces if your objectives clearly meet the SMART criteria. Have your teammate check it for conformance to SMART.

Performance Objective S M A R T1.

2.

3.

Establishing Performance ObjectivesEstablishing Performance Objectives


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Goal Setting

Performance Goals S M A R T1.

2.

3.

Establishing Individual GoalsEstablishing Individual Goals

Pairs ExerciseSwap Objectives (from the previous exercise) with a teammate. If you were a direct report of your teammate, what should be your Performance Goals? Write 3 goals that would support your teammate’s Objectives, and have your teammate check for conformance to SMART criteria.


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Goal Setting

S Specific

M Measurable

A Attainable

R Results Oriented

T Timed

Confident

Productive

SMART PerformanceSMART Performance


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Goal Setting

AppendixAppendix


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Goal Setting

Missions, Goals, & ObjectivesMissions, Goals, & Objectives

Missions are general intents

‘Be the Market Leader in the Empire Region’

Goals are specific & measurable accomplishments to be achieved

‘Achieve top Market Share position in each District by end of year’

‘Exceed my sales budget by 10%’

Objectives are tactics used to reach and achieve goals

‘Target Health Care Top 5 accounts in each District, specs by June’

‘Launch new product blitz promo in 2nd Quarter for awareness’

Technology

Smc goal setting module tab 1 b 0403