SMART goals
SMART is a methodology for defining objectives. This is an English acronym through which the basic characteristics of SMART objectives are explained. These must be Specific (Specific), Measurable (Measurable), Attainable (Achievable), Realistic (Realistic) and Timely (Time-bound).
3.-Objectives and Goals
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When setting objectives and goals, we find different visions. In international companies, the objectives are planned from the endogenous vision of other markets without contextualizing the real possibilities of the local market.
In local companies, trend projection is usually the norm in times of economic growth, which also implies a continuation of the past work plan. And as a counterpart, total unease in moments of uncertainty.
The proposed model seeks to build an objective tailored to a SUSTAINABLE commercial model that can consider these endo-objectives as tractors and open up the sales lines to build the goals from the opportunities offered by the different types of clients (New Name, Recurrent , Up Sell, Cross Sell, reduction and recovery of Churn) according to the products and markets, based on a new management paradigm that expands the vision of opportunities.
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Challenging OBJECTIVES and GOALS aligned with the vision and management of the sales process, concrete, achievable and controllable…
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Overcome
Includes:
By Type of Operation
By Client Type
By Product Mix
By Vertical
By Target Segment
By Sales Channels
Due to seasonality
By Potential
By Sales Representative
