The RACE-model™ – Management by RACE-plans and RACE-talks

Guide: The RACE-model™ - Management by RACE-plans and RACE-talks

To be successful in sales you need to work with three different types of objectives. They are RESULTS – ACTIVITY – COMPETENCE. The Results are what you are aiming for in concrete terms – the Activities are the concrete job tasks which contributes to the results – the Competence are the skills and knowledge necessary to perform the activities in such a way that you reach the results you are aiming for. To be successful in sales you need to formulate, plan and follow up objectives on all three levels.