Post-Assessment Question 7

Kerry, the new sales director, just completed her first staff meeting to set annual goals. She managed to get the team's consensus on increasing sales volume by 10 percent over the next year. Kerry had suggested that the team focus on increasing sales of the base model first and then focus attention on the premium offerings. In closing, she reminded the group that the whole team would share responsibility for ensuring that sales goals were met. As they left the meeting, her company president, Richard, congratulated her on her planning but suggested there was one thing she might reconsider. What did he notice? Kerry had ...

Set goals that were too ambitious.

Established goals that are too vague and overly broad.

Failed to explicitly assign responsibility.

Failed to establish performance metrics.