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Exercises

1: Felicia is a team leader in a bank. Her team comprises five sales executives. She is holding a monthly review meeting with her team members. The following are objectives upon which she and the team members have agreed. Assess whether they are SMART, and if not, why?

Brian could not meet his sales targets last month. During the review meeting, he said that he could not meet the target because he did not have a large enough prospect base. Therefore, he set himself a goal to increase his prospect base.

Sarah felt that she needed to improve upon her call to close ratio, which was currently 10:1. Therefore, she said that she would increase her call to close ratio to 7:1, the branch average.

Jeff met his target but wants to improve. He said that he would increase his rate to 10 new calls per day and achieve a call to close ration of 10:1. He had decided to do this over a two-months period.

2: Which of the following are reasons why team goals are important?
  1. They provide a sense of direction.

  2. They indicate what needs to be accomplished.

  3. They indicate how the work of an individual member fits in the overall picture of the organization.

  4. They define the role of the team in the organization.




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