Goal setting and KPI definitions
Organisational goals are much more than sales targets and concern the organisation as a whole, the teams and also individuals. In sales organisations, traditionally the sales volumes are the dominant and defining number, however in order to direct an organisation and its individuals, goals need to be tangible and achievable and specific for the desired purpose, otherwise one can question their relevance. The challenge here is to align individual and corporate goals in order to achieve the organisational strategy and to potentially redefine current organisational KPI to match the strategic and operational objectives.