Absolutely! Every sales person in an organization is assigned a financial goal or quota but the secret to sales success is the proven and agreed upon strategies to redeem these financial quotas. These strategies then become weekly and monthly activities that can be measured.

Using Management By Objectives, the sales manager assigns a financial quota as well as the sales strategies. These sales strategies could include number of first calls, number of verification calls and number of proposals required each week. By monitoring and managing these sales strategies, the sales manager and sales person are able to predict future success.

Dan Stewart
Mr. Objectives
Twitter: @MrObjectives