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Knowing your Goals and writing them effectively is an all-together different game. To
describe your Goals (KRAs) you need to have effective writing skills and sound
knowledge of terminology. Unfortunately, some executives/ managers may not have a
flair for writing and thus unable to write their Goals (KRAs). This is true for HR also.
So here are some tips that will help Talent Junction users to write Goals (KRAs) from
the Job Descriptions.
Here are the steps how anyone can write Goals (KRAs) from Job Descriptions:
Begin by generating a list of potential goals. Writing down goals makes them tangible
and gives them more force. However, it is important that the goals are well thought
out. To ensure this, set SMART goals. These are goals that are:
S - Specific
M - Measurable
R - Relevant
T - Time-based
A good goal has a definable endpoint that can be easily measured. Identify measures
that indicate when the goal has been achieved (e.g., good attendance might be
measured as “less than 1 absence per quarter”). Depending on the goal, there might be
several measures that can be used to evaluate achievement—select those that are most
appropriate.
Determining the amount of time needed to reach the goal and setting a deadline help to
create a realistic sense of urgency and provide the motivation necessary to attain the
goal. When establishing a deadline, it might be necessary to break an “overall” or large
goal into several smaller ones to make it easier to manage the goal-setting process. In
addition, some goals may not be achievable until other goals have been reached (e.g.,
training for a specific skill before achieving a promotion), so the deadlines that are
established should reflect this. When setting deadlines, consider: Priorities,
Prerequisites, Reality, Measures.
Once you have identified and listed the obstacles that may prevent you from achieving
the goals, create a plan to address these obstacles.
In order to determine whether the goal has been reached, measure the progress towards
the goal. Use the measures that have been identified to track progress to determine if
you are falling behind or are on target with deadlines. If you are ahead on your goals,
recognize this accomplishment. If you are falling behind, find out the reasons for it.
Business goals
Organization’s objectives
Role/individual objectives
• Develops a business plan and sales strategy for the market that ensures
attainment of company sales goals and profitability.
• Responsible for the performance and development of the Account Executives.
• Prepares action plans by individuals as well as by team for effective search of
sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.
• Conducts one-on-one review with all Account Executives to build more
effective communications, to understand training and development needs, and
to provide insight for the improvement of Account Executive’s sales and
activity performance.
• Provides timely feedback to senior management regarding performance.
• Provides timely, accurate, competitive pricing on all completed prospect
applications submitted for pricing and approval, while striving to maintain
maximum profit margin.
• Maintains accurate records of all pricings, sales, and activity reports submitted
by Account Executives.
• Creates and conducts proposal presentations and RFP responses.
• Assists Account Executives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and
ensures that they are communicated and implemented within the team.
• Recruits, tests, and hires Account Executives based on criteria agreed upon by
senior management.
After going through the above list I identified the following six functions that are
critical to a Sales Manager’s job and can be measured quantitatively:
Here are the KRA (/Goals) based on above functions. First the definition for the KRA
is given and then gave a description along with measure and time line.
Reporting to Management about Create and send the monthly reports with
Performance of Sales Team. accuracy and time to management.
Reports should clearly indicate the
strengths and weaknesses of the sales
team.
Negotiates with prospective customers in Sales manager should ensure that all
order to maximize the profits. salesmen are pitching most competitive
and profitable rates to the clients.
Adhere to company policies and Ensure that all teams’ members attend the
procedures weekly sales meet and present their
report.