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By Tim Newhard, March 3, 2010 11:51 am

In a study of about 500 first year sales reps: 60% reported setting no goals; 32% reported setting general earnings goals; and 8% reported setting specific annual earnings goals. Of those surveyed – those that set general goals were 2 times more successful than those that set no goals and those that set specific goals were three times more successful (Hall 2003).

Good goals are tremendous motivators. Basic motivational theory states that basic motivation is composed of two parts: direction and intensity. Good goals do this. But what are good goals? Good goals are SMART goals. Continue reading 'Get Better Marketing Results Through Measurement'»