--- title: Cranfield Executive Development Blog | Dr Javier Marcos & Dr Monica Franco-Santos --- [![Marques-SoM](https://blog.som.cranfield.ac.uk/hs-fs/hubfs/Marques-SoM.png?width=85&name=Marques-SoM.png)](https://www.cranfield.ac.uk/som)   - [Home](https://blog.som.cranfield.ac.uk/knowledge) - Featured - [CEO Summit](https://blog.som.cranfield.ac.uk/knowledge/tag/ceo-summit-2021) - Categories - [Changing World of Work](https://blog.som.cranfield.ac.uk/knowledge/tag/changing-world-of-work) - [Digital Transformation](https://blog.som.cranfield.ac.uk/knowledge/tag/digital-transformation) - [Economics](https://blog.som.cranfield.ac.uk/knowledge/tag/economics) - [Entrepreneurship](https://blog.som.cranfield.ac.uk/knowledge/tag/entrepreneurship) - [Finance and Accounting](https://blog.som.cranfield.ac.uk/knowledge/tag/finance-and-accounting) - [Implementation](https://blog.som.cranfield.ac.uk/knowledge/tag/implementation) - [Leadership](https://blog.som.cranfield.ac.uk/knowledge/tag/leadership) - 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[Skills](https://blog.som.cranfield.ac.uk/execdev/topic/skills#topic) - [Reflections](https://blog.som.cranfield.ac.uk/execdev/topic/reflections#topic) - [Mentoring](https://blog.som.cranfield.ac.uk/execdev/topic/mentoring#topic) - [Coaching](https://blog.som.cranfield.ac.uk/execdev/topic/coaching#topic) - [Impact](https://blog.som.cranfield.ac.uk/execdev/topic/impact#topic) - [Influence](https://blog.som.cranfield.ac.uk/execdev/topic/influence#topic) - [Management](https://blog.som.cranfield.ac.uk/execdev/topic/management#topic) - [Conversations](https://blog.som.cranfield.ac.uk/execdev/topic/conversations#topic) - [Talent](https://blog.som.cranfield.ac.uk/execdev/topic/talent#topic) - [Career](https://blog.som.cranfield.ac.uk/execdev/topic/career#topic) - [Back to Knowledge hub](https://blog.som.cranfield.ac.uk/knowledge#topic) ![A ten-step framework for setting effective sales targets](https://blog.som.cranfield.ac.uk/hubfs/10_Steps_to_Setting_Effective_Sales_Targets.jpg) By [Dr Javier Marcos & Dr Monica Franco-Santos](https://blog.som.cranfield.ac.uk/execdev/author/dr-javier-marcos-dr-monica-franco-santos) ## [A ten-step framework for setting effective sales targets](https://blog.som.cranfield.ac.uk/execdev/ten-step-framework-for-setting-effective-sales-targets) **Most organisations already have some of the elements of this framework, but it is rare to find a sales target system that...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Setting Effective Sales Targets](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Articles/Setting%20Effective%20Sales%20Targets.jpg) By [Dr Javier Marcos & Dr Monica Franco-Santos](https://blog.som.cranfield.ac.uk/execdev/author/dr-javier-marcos-dr-monica-franco-santos) ## [Setting Effective Sales Targets](https://blog.som.cranfield.ac.uk/execdev/setting-effective-sales-targets) **Sales targets are extensively used by sales organisations to help achieve a ‘desired’, ‘promised’, ‘minimum’, or ‘aspirational’...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Motivating and Rewarding the Sales Force](https://blog.som.cranfield.ac.uk/hubfs/Motivating_and_Rewarding_Sales_Force_615x220px.jpg) By [Dr Javier Marcos & Dr Monica Franco-Santos](https://blog.som.cranfield.ac.uk/execdev/author/dr-javier-marcos-dr-monica-franco-santos) ## [Motivating and Rewarding the Sales Force](https://blog.som.cranfield.ac.uk/execdev/motivating-and-rewarding-the-sales-force) **Motivating your sales force is a critical component of sales force management, given its profound effect on people’s behaviour...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Managing and Measuring Sales Performance](https://blog.som.cranfield.ac.uk/hubfs/MANAGING_AND_MEASURING_SALES_PERFORMANCE_BLOG_BANNER_2018.png) By [Dr Javier Marcos & Dr Monica Franco-Santos](https://blog.som.cranfield.ac.uk/execdev/author/dr-javier-marcos-dr-monica-franco-santos) ## [Managing and Measuring Sales Performance](https://blog.som.cranfield.ac.uk/execdev/managing-and-measuring-sales-performance) **Sales organisation’s face many dilemmas when managing and measuring sales performance. Sales people may be doing the *right* thing...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ## Talk to us about your world Call us on [+44 (0)1234 754500](tel:+441234754500) [Talk to us ↗](https://www.cranfield.ac.uk/som/executive-development/contact-us) [![cranfieldexecutivedevelopmentlogo](https://blog.som.cranfield.ac.uk/hs-fs/hubfs/cranfieldexecutivedevelopmentlogo.png?width=300&name=cranfieldexecutivedevelopmentlogo.png)](https://www.cranfield.ac.uk/som/executive-development)   - - - - - - © Cranfield Management Development Ltd - **[execdev@cranfield.ac.uk](mailto:execdev@cranfield.ac.uk)  ·  [+44 (0)1234 754500](tel:+44%20(0)%201234%20754500)**  ·  [Privacy Policy](https://www.cranfield.ac.uk/som/privacy-policy) ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "contentUrl" : "https://417879.fs1.hubspotusercontent-eu1.net/hubfs/417879/Knowledge%20Hub%20%2B%20Blog/CED_KH_v6.mp4", "dateModified" : "2023-05-12T11:14:23.676Z", "description" : "", "duration" : "PT1M13S", "height" : 1080, "name" : "CED_KH_v6", "thumbnailUrl" : "https://api-eu1.hubspot.com/filemanager/api/v3/files/thumbnail-redirect/50394867274?portalId=417879&size=medium", "uploadDate" : "2021-07-08T10:07:25.171Z", "width" : 1920 } ```