Problem: Assume you are a sales director who is responsible for the southeastern sales team for a large telecommunications company. You are currently in the process of preparing the sales goals for the coming year for your sales managers and their direct reports.
Q1. What are the criteria for effective goals?
Q2. What does it mean to align your department goals with the overall organization?
Q3. Give an example of an organizational goal and two sales team goals which support it.
Q4. What unexpected industry conditions might occur during your sales year?
Q5. What are some contingency plans you could put in place in case these conditions occurred?
Q6. What would an example of your sales plan look like for the coming year?