You just landed your first management position, managing a sales team. Your boss reminds you that Management by Objectives (MBO) is defined as setting company-wide goals derived from corporate strategy, determining team and department-level goals, collaboratively setting individual-level goals that are aligned with corporate strategy, developing an action plan, and periodically reviewing performance and revising goals. Of course, you knew that from your Organizational Behavior course.

What will be important for you to consider as you set out to lead your sales team? 

How will you set goals that motivate your team? When can goals be a disadvantage? 

How might you use SMART goals? Does it appeal to you to implement an OKR system, or some sort of open book management approach, and why or why not? Finally, how does Vroom's expectancy theory factor in to how you reward people?

Answer rating: 100% (QA)

The important factors which we keep in mind to lead the sales team are as follow 1 Set Goals It is the first and most important step in any organization Set goals for them on regular basis and also he... View the full answer