CROSSFIRE
How Successful People Use
Goals To Realize Their Full
Potential
By Herman Githinji
I
am in a monthly sales meeting.
We are splitting national
company targets to various
territories. To do this, we always
review last month sales, territory
potential, and sales growth activities
that will be carried in various
territories. As expected, sales reps
would negotiate and haggle for lower
targets because they determine their
sales commissions. As normal, we
give stretching but realistic goals.
What I don’t really like in those meetings
is the attitude of some reps towards goal
setting and performance. When allocating
and agreeing on sales targets, Max said
he believes that his target is a bit high.
We revised it downwards. Max dug in
comfortably in his seat and said, “now that
is achievable.” That statement infuriated
me. I was mad not because of the targeting
process but because of the floppy attitude
Max showed towards performance.
Successful people wear a different attitude
towards goa