From the course: Becoming Head of Sales: Developing Your Playbook

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Define your objectives

Define your objectives

From the course: Becoming Head of Sales: Developing Your Playbook

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Define your objectives

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- Once you've met with all of your stakeholders and you've confirmed that you understand their expectations, it's time for you to do the hard work of prioritization and defining what your objectives are going to be. Now, I think that it's important to understand that you're in a new role. Head of sales is different from the sales leadership roles you've had in the past. In one important way in particular is that you are now part of the decision-making unit that will determine these goals. So you're gonna need to bring a new energy to it. In my opinion a head of sales should not be sandbagging. There is an intellectual honesty that you can bring to the table when you're working with your CEO and the CFO to define a set of goals that are reasonable. You don't want to accept something that's absurd where you're likely going to fail. But nor should you accept something that's gonna be a walk in the park. This is an opportunity for you to stand up and to be courageous and to be a great…

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