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About Setting and Achieving 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.

Objectives can have child objectives associated with them. For example, an overall objective of increasing prescriptions of a particular product might have associated sub-objectives of increased calls to certain contacts or accounts and improved education on product issues.

Structuring Objectives

Managers typically define objectives for their teams, but individual users can also define personal objectives for themselves or create child objectives of larger objectives that have been defined for them. If there is general information about the objective that all team members need to know, include it in the Summary text. If there are electronic versions of documents or graphics that are related to the objective, add them as attachments.

The process of associating accounts and contacts with objectives is an excellent candidate for using target lists. After creating target lists of contacts and accounts at whom you will direct your sales efforts, you can apply those lists in the Objective Targets view.