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Setting Sales Goals

Setting sales goals is an important management function.

Management teams invest a tremendous amount of time and effort setting sales goals at the beginning of the year.

Toward the end of the year, many management teams confront an uncomfortable gap between what they had expected to accomplish and what actually got sold.

Some are quick to blame the economy, their competition or even their customers for this shortcoming.

However, our study of what consumes a salesperson's time, revealed that unrealized sales goals are more than likely the result of how little time salespeople actually spend selling.

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