tag:blogger.com,1999:blog-6444639642303624847.post5879264015566076749..comments2009-02-11T16:48:05.033-05:00Mel Lesterhttp://www.blogger.com/profile/01885787845207354779noreply@blogger.comBlogger2125tag:blogger.com,1999:blog-6444639642303624847.post-19551261917761880922009-02-11T16:48:00.000-05:002009-02-11T16:48:00.000-05:00Ford,<BR/><BR/>Interesting question. Most A/E firms establish sales goals for business lines and offices, but typically not for individuals. The prevailing metric in our industry is utilization (chargeability), and that is usually monitored at an individual level (as well as collectively).<BR/><BR/>Obviously, utilization is dependent upon sales. But since the pressure to meet utilization at an individual level is typically greater, it creates this ironic disincentive to get out and sell more (added to the general discomfort with selling).<BR/><BR/>The best way I know to combat this is to budget time for sales just as project time is budgeted. Then there needs to be some accountability for meeting individual "sales utilization" goals. It's not a perfect solution, but it can go a long way toward addressing the problem.<BR/><BR/>Pressure to meet sales goals (which might be viewed as unachievable in today's economy) is normally applied to business line leaders and office managers. But the responsibility for meeting those goals is shared. So I don't think there's the direct pressure to sell that exists in other professional service sectors.<BR/><BR/>Would you agree?<BR/><BR/>MelMel Lesterhttp://www.blogger.com/profile/01885787845207354779noreply@blogger.comtag:blogger.com,1999:blog-6444639642303624847.post-21911068040503973132009-02-11T03:44:00.000-05:002009-02-11T03:44:00.000-05:00Mel:<BR/><BR/>Many professionals believe that the ethical standards required for selling are low, that it involves deception; the behavioral standards are unacceptable, that it requires being pushy and self serving; and that the performance standards are unachievable, because of their time constraints and introversion. Seeing selling as serving helps them adjust their view of required behavioral and ethical standards, but what about their view of performance standards?<BR/><BR/>Good post.<BR/><BR/>Ford HardingFord Hardinghttp://www.hardingco.com/blognoreply@blogger.com