Sales & Marketing Management

What is included in personal performance outcomes (PPO)?

PPO can be divided into several kinds of goals:

Û Corporate goals

Û Personal goals

Û Special projects goals

Corporate goals

The items included in PPO vary a great deal depending on the person's
responsibility.

For an outside salesperson, this

would usually include items like

Net sales

Gross margins

Expense control

For an office manager, it might

include:

Installation of a new computer system

Implementation of a new office

organizational structure

The introduction of new credit controls

All of these items can have several sub-categories that are part of the overall
objective.

Personal goals

Personal goals are those directly
related to the individual's area of
responsibility and should be aimed at
achieving something specific to that
area.

For example

In a sales territory, the personal goals

might be:

Selling a major target account

Market participation into a new area

Introduction of a new product line