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Objectives

An objective is usually a sales or marketing goal, assigned to a particular individual or team and targeted at a particular set of accounts or contacts. It includes one or more recommended activities to be performed by sales representatives as they visit the target contacts and accounts to which the objective is applied.

Ideally, objectives should be implemented at the beginning of a planning cycle to use them effectively.

Objectives can have child objectives associated with them. For example, an overall goal of increasing prescriptions of a particular product might have associated sub-goals of increased calls to certain contacts or accounts and improved education on product issues. If necessary, you can enter detailed information about the objective in a Summary text.


 Siebel Life Sciences Guide 
 Published: 18 April 2003