Goal setting re-examined
Target-setting should be selective rather than rigid to help those in sales jobs achieve their aims most effectively, it has been suggested.
According to Management Today, goal-setting makes achievement measurable but this practice is being re-examined in the current difficult economic climate.
Max Bazerman, a professor at Harvard Business School, told the news provider: "When people focus on a specific stretch goal and fail to perform other valued activities that are needed by the organisation, goals are failing."
Writing for the news provider, Philip Delves Broughton went on to say that the best goals are those that bring out people's best human traits and encourage them to work for good reasons, such as that their job is interesting and valuable, rather than create the fear of failure.
Last month, the Rotman School of Management claimed that those in sales jobs can be put off applying for promotions if these are decided by standardised tests.
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Filed: 01-06-2009
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