Shawn Green

(Aurora University, USA)

 

 

Abstract: This working paper addresses the relevance of goal setting as applied to the sales profession. A review of some of the key goal setting findings is also discussed. This initial study will consider an argument linking goal setting to sales related activities, prospecting efforts and sales performance. Additionally addressed is the potential impact of goal difficulty, goal specificity and goal commitment on sales performance.

 

 

Key words: goal setting; prospecting; sales performance

 

JEL code: M