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Exercise #2
Setting Objectives

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

Determining the telecommuter's 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 the job responsibilities. Objectives simply are "what needs to be done." Deliverables are the actual work or end result the telecommuter agrees to produce. Once you have set the objective as a team, the telecommuter 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 the telecommuter's objectives and deliverables.
  2. Photocopy enough copies of the objectives worksheet to complete this exercise.
  3. From the Job Responsibilities Worksheet, formulate the objectives as broad categories from which the job deliverables will be developed. (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 so the telecommuter can show that the deliverable was met. (Refer to the completed worksheet example.)
  5. If your telecommuter has completed a worksheet for his/her objectives and deliverables, compare the two. If not, share your worksheet with your telecommuter and request input.
  6. The telecommuter will work hard to accomplish the objectives and deliverables. The telemanager should work hard documenting the telecommuter's success. Next, get ready for the review process.

Keep this exercise simple. Only list those objectives and deliverables that can be accomplished during the time frame 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 the telecommuter to follow in carrying out his/her 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 telecommuter, or with your telecommuter in a training class:

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

  1. Read 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 input from the telecommuter.
  4. You are ready to begin working on review exercises.

If you and your telecommuter 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 objective and deliverables document.
  4. You are ready to begin working on the review exercises.

If you are a telemanager 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 in the Telecommuter manual.
  2. Share your worksheet with your telecommuter.
  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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