Anyone who manages a sales team knows that sales activity must mirror the overall strategy of the company. The point of sales activity is to help the company reach its goals – and the clearer those goals, the easier it is to build a strategy that works.
Key Sales Objectives (KSO) are related to the overall goal of the company, but they are shorter and often more challenging in nature. If you use them correctly, KSO can guide your team in the correct direction.
What Is A Key Sales Objective?
A KSO is a goal that is separate from the sales team’s main long-term targets. They are current key management objectives that are short-term, and there is not usually a target attached to them.
KSO are fully quantifiable so management can assess sales people’s performance against the current KSO.
How Is A KSO Different From A Main Target?
As we have seen, KSO are different in that they are shorter term than main targets. However, just like bigger targets, KSO can be:
