The race-model™ - management by race-plans and race-talks – a guide
To be successful in sales you need to work with three different types of objectives. They are RESULTS – ACTIVITY – COMPETENCE.
The Results are what you are aiming for in concrete terms – the Activities are the concrete job tasks which contributes to the results – the Competence are the skills and knowledge necessary to perform the activities in such a way that you reach the results you are aiming for.
To be successful in sales you need to formulate, plan and follow up objectives on all three levels.