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Exercise #2
Setting Objectives

This worksheet will help you determine the appropriate objectives and deliverables to track your work product. For a detailed description of what objectives and deliverables are, and how to establish them, read the "Objectives" section of the Telecommuter Manual.

Determining your objectives and deliverables is the second step in the managing by objectives process. Objectives follow job responsibilities and cannot be established until you have determined your job responsibilities. Objectives are simply "what needs to be done". Deliverables are the actual work you agree to produce or the end result that you can deliver. Once you have set the objective, you can commit to what work will be done to produce the end result.

Directions for completing this exercise:

1. Use the Job Responsibilities Worksheet you completed in the previous exercise as the foundation for your objectives and deliverables.
2. Photocopy enough copies of the objectives worksheet to complete this exercise.
3. From your job responsibilities worksheet, formulate your objectives as broad categories from which you will be able to develop job deliverables. (Refer to the completed worksheet example.)
4. Assign a task as a deliverable that supports the corresponding objective. Do not forget to develop a time frame and a specific measurement to track when you met your deliverable. (Refer to the completed worksheet example.)
5. If your telemanager has completed a worksheet for your objectives and deliverables, compare the two. If not, share your worksheet with your telemanager and request feedback.
6. Work hard to accomplish your objectives and deliverables! And get ready for the review process.

Keep this exercise simple. Only list those objectives and deliverables that can be accomplished during the time frame that you are evaluating. Be realistic. Do not put a month's worth of work on a worksheet that only covers a week.

These worksheets should be completed as a blueprint for you to follow in carrying out your job responsibilities. The objectives and deliverables in this exercise may change with time.

The following instructions explain how to complete this exercise alone, with your telemanager, or with your telemanager in a training class:

If you are a telecommuter reviewing this as a self-guided manual

1. Refer to the "Objectives" section in this manual. If you can attend a training class, do so.
2. Complete the exercise according to the above directions.
3. Obtain feedback from your supervisor.
4. You are ready to begin working on review exercises.

If you and your telemanager are reviewing the self-guided manuals

1. Read the "Objectives" section in the Telecommuter and Telemanager manuals. If you can attend a training class, do so.
2. Complete the exercise according to the above directions.
3. Together review both versions and develop a final objectives and deliverables document.
4. You are ready to begin working on the review exercises.

If you are a telecommuter attending a training class

1. Fill out the worksheet according to the instructor's directions. When you return to your office, read the "Objectives" section of the Telecommuter manual.
2. Share your worksheet with your telemanager.
3. Together review the worksheet and develop a final objectives and deliverables document.
4. You are ready to begin working on the review exercises.

Objectives and Deliverables Worksheet

Title:_________________________________

Objectives	Deliverables
I.
II.
III.
IV.

Completed Objectives and Deliverables Worksheet

Title: Sales Agent

Objectives	Deliverables
I. Territory Management	Strategy is implemented.
	Sales calls are completed.
	Strategy is updated once a month.
II. Priority Account Sales	Positioned with decision makers as a consultant, to solve problems, not as a sales person.
	Regularly scheduled contact with decision makers.
	Meet or exceed sales quota.
III. New Account Sales	20% of sales calls are to new accounts.
	Meet or exceed sales quota.
	Two new accounts acquired each month.
IV. Administrative Responsibilities	Sales reports submitted on time once a week.
	Account planning is kept current.

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