General Interest in Goals Setting Methodology

1. Why does Goal setting increase sales?

Answer: The field of Business Management and in particular the area of Industrial Psychology has many documented tests of best practices for peak performance. There are case studies going back as far as the 1930s with the “Hawthorne Studies” that confirm people work best when they know their goal and they observe that the organization cares enough to maintain close attention. Business consultant leaders such as Peter Drucker who was the originator of MBO (Management By Objectives) and authors such as Maxwell Maltz, who wrote Psycho-Cybernetics, continued thisline of thinking that key staff and specifically sales personnel need to understand their personal objective and the role that it plays in the accomplishment of the general objective of the entire organization. When all team members understand their part to play toward attaining a shared goal, efficiency increases and thereby so does the specific and overall sales success.

2. What constitutes a good goal?

Answer: Goals must have a structure that allows for their consistent definition from period to period. In general, the act of Goal creation must conform to the widely used methodology referred to as SMART goals setting, which means that goals must be:

  • SPECIFIC – As defined by a numeric valuation and not vague.
  • MEASURABLE – That the work can be rated and quantified.
  • ATTAINABLE – That the task not be beyond accomplishment.
  • REALISTIC – That the target be important to the organization and related to its strategic needs.
  • TIMELY – That a definition of completion deadline be integral with the process/cycle.
  • 3. Who determines a goal target?

    Answer: It is important that goals setting begin at the top level of an organization but then pervade all organizational levels in which the goal will be shared.

    General Interest in SPIDER (Sales Performance Index Event and Reporting)

    1. What kind of organizations can benefit from use of the SPIDER cloud-based product?

    Answer: SPIDER has Department of Defense level security designed into its applications that allows use of the system by any size organization from several to hundreds of participants as well as any number of independent organizations working concurrently. Tracking Goals is primarily focused on sales targets but, in fact, any quantifiable goal based on money or units can be tracked. Corporate goals that are based on the team efforts of the organization’s departments and individuals are distributed to all participants regardless of their location if they have Internet access. The departments and teams can share their contributions toward the corporate goal and the system maintains status and reporting to each level of staff as determined by the headquarters based goals coach.

    2. What are the minimum requirements to support Goals HQ products?

    Answer: Given the SaaS nature of Goals HQ SPIDER, no requirement exists for infrastructure within the IT department of any Goals HQ client. Internet access, however, is important for connection to the Goals HQ web site. A local administrator for each Goals HQ client maintains the password assignments.

    3. How much training is necessary to initiate a Goals HQ project?

    Answer: Goals HQ provides training for each level participating in a Goals project. In fact the training necessary to implement a program is minimal and can be completed with an appointed client goal coach in one day.

    General Interest in SPEAR (Sales Performance Evaluation Analysis and Reporting)

    1. What kind of organizations can benefit from the use of SPEAR?

    Answer: SPEAR is designed to work closely with SPIDER. Data used to analyze the sales goals versus actual sales performance is a by-product of the database that is created when using SPIDER. Actual data can also be imported from SFA products such as Salesforece.com and other similar products. Any organization that has information on goals can use the analytics of SPEAR to examine, value and predict the accuracy of the goals that have been set. The functions also support setting of new goals.

    2. Are there minimum requirements for support of SPEAR?

    Answer: SPEAR requires a desk top computing environment and is not associated with the general IT functions. A standard PC system supported by Windows 7 or later is all that is required.

    3. How much training is necessary to support an implementation of SPEAR?

    Answer: SPEAR is sophisticated analytics but the User Interface is designed for the unsophisticated user to allow for queries related to valuations of actual performance and the goals that were identified. Goals HQ provides the necessary training for SPEAR to give clients the capability to see how goals can be improved against actual performance. The amount of training varies by client but a single “getting started” session will give any client the ability to begin using the product productively.

    4. In general, what facets of the sales process does SPEAR examine?

    Answer: The software analyzesthe dynamics of the sales process in several specific areas; first, efficiency of converting forecasts to actual closes, second, effectiveness of the movement of pipeline prospects to closes and third, conversions of the pipeline into real business. Further functionality is provided to support the review of KPIs with identification of top performers and ranking of all participating sales individual/groups. The program can also formulate optimum staffing strategies to meet goals and evaluate the effectiveness of sales support events such as training and marketing campaigns.