{"id":38751,"date":"2022-10-21T07:52:05","date_gmt":"2022-10-21T07:52:05","guid":{"rendered":"https:\/\/okrinstitute.org\/?p=38751"},"modified":"2023-10-25T02:49:46","modified_gmt":"2023-10-25T02:49:46","slug":"how-to-create-sales-champions-through-objectives-and-key-results","status":"publish","type":"post","link":"https:\/\/okrinstitute.org\/it\/how-to-create-sales-champions-through-objectives-and-key-results\/","title":{"rendered":"Come creare campioni di vendita attraverso obiettivi e risultati chiave"},"content":{"rendered":"<div class=\"wp-block-cover alignfull is-light has-custom-content-position is-position-bottom-center is-position-center-center image-shadow\" style=\"min-height:200px;aspect-ratio:unset;\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim-100 has-background-dim has-background-gradient\" style=\"background:linear-gradient(45deg,rgb(52,168,83) 0%,rgb(124,187,0) 100%)\"><\/span><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<h2 class=\"wp-block-heading has-text-align-center has-ast-global-color-5-color has-text-color\" id=\"h-how-to-create-sales-champions-through-objectives-and-key-results\">Come creare campioni di vendita attraverso obiettivi e risultati chiave<\/h2>\n<\/div><\/div>\n\n\n\n<section class=\"wp-block-uagb-section uagb-section__wrap uagb-section__background-undefined uagb-block-76d9ed4d\"><div class=\"uagb-section__overlay\"><\/div><div class=\"uagb-section__inner-wrap\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7387b849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<figure class=\"wp-block-gallery has-nested-images columns-default is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\">\n<figure class=\"wp-block-image size-full has-custom-border post-image\"><a href=\"https:\/\/okrinstitute.org\/it\/how-to-create-sales-champions-through-objectives-and-key-results\/prize-pool-concept-vector-illustration\/\"><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1440\" data-id=\"47111\" src=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-scaled.jpg\" alt=\"\" class=\"wp-image-47111\" style=\"border-radius:10px\" srcset=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-scaled.jpg 2560w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-300x169.jpg 300w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-1024x576.jpg 1024w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-768x432.jpg 768w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-1536x864.jpg 1536w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-2048x1152.jpg 2048w, https:\/\/okrinstitute.org\/wp-content\/uploads\/2023\/10\/19197487-edited-18x10.jpg 18w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/a><figcaption class=\"wp-element-caption\">OKR e campioni delle vendite<\/figcaption><\/figure>\n<\/figure>\n\n\n\n<div class=\"wp-block-uagb-social-share uagb-social-share__outer-wrap uagb-social-share__layout-horizontal uagb-block-cdc802e0\">\n<div class=\"wp-block-uagb-social-share-child uagb-ss-repeater uagb-ss__wrapper uagb-block-3171ee4b\"><span class=\"uagb-ss__link\" data-href=\"https:\/\/api.whatsapp.com\/send?text=\" tabindex=\"0\" role=\"button\" aria-label=\"WhatsApp\"><span class=\"uagb-ss__source-wrap\"><span class=\"uagb-ss__source-icon\"><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 448 512\"><path d=\"M380.9 97.1C339 55.1 283.2 32 223.9 32c-122.4 0-222 99.6-222 222 0 39.1 10.2 77.3 29.6 111L0 480l117.7-30.9c32.4 17.7 68.9 27 106.1 27h.1c122.3 0 224.1-99.6 224.1-222 0-59.3-25.2-115-67.1-157zm-157 341.6c-33.2 0-65.7-8.9-94-25.7l-6.7-4-69.8 18.3L72 359.2l-4.4-7c-18.5-29.4-28.2-63.3-28.2-98.2 0-101.7 82.8-184.5 184.6-184.5 49.3 0 95.6 19.2 130.4 54.1 34.8 34.9 56.2 81.2 56.1 130.5 0 101.8-84.9 184.6-186.6 184.6zm101.2-138.2c-5.5-2.8-32.8-16.2-37.9-18-5.1-1.9-8.8-2.8-12.5 2.8-3.7 5.6-14.3 18-17.6 21.8-3.2 3.7-6.5 4.2-12 1.4-32.6-16.3-54-29.1-75.5-66-5.7-9.8 5.7-9.1 16.3-30.3 1.8-3.7 .9-6.9-.5-9.7-1.4-2.8-12.5-30.1-17.1-41.2-4.5-10.8-9.1-9.3-12.5-9.5-3.2-.2-6.9-.2-10.6-.2-3.7 0-9.7 1.4-14.8 6.9-5.1 5.6-19.4 19-19.4 46.3 0 27.3 19.9 53.7 22.6 57.4 2.8 3.7 39.1 59.7 94.8 83.8 35.2 15.2 49 16.5 66.6 13.9 10.7-1.6 32.8-13.4 37.4-26.4 4.6-13 4.6-24.1 3.2-26.4-1.3-2.5-5-3.9-10.5-6.6z\"><\/path><\/svg><\/span><\/span><\/span><\/div>\n\n\n\n<div class=\"wp-block-uagb-social-share-child uagb-ss-repeater uagb-ss__wrapper uagb-block-acf33684\"><span class=\"uagb-ss__link\" data-href=\"https:\/\/telegram.me\/share\/url?url=\" tabindex=\"0\" role=\"button\" aria-label=\"telegramma\"><span 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data-href=\"https:\/\/www.facebook.com\/sharer.php?u=\" tabindex=\"0\" role=\"button\" aria-label=\"Facebook\"><span class=\"uagb-ss__source-wrap\"><span class=\"uagb-ss__source-icon\"><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 320 512\"><path d=\"M279.1 288l14.22-92.66h-88.91v-60.13c0-25.35 12.42-50.06 52.24-50.06h40.42V6.26S260.4 0 225.4 0c-73.22 0-121.1 44.38-121.1 124.7v70.62H22.89V288h81.39v224h100.2V288z\"><\/path><\/svg><\/span><\/span><\/span><\/div>\n\n\n\n<div class=\"wp-block-uagb-social-share-child uagb-ss-repeater uagb-ss__wrapper uagb-block-4795c1a5\"><span class=\"uagb-ss__link\" data-href=\"https:\/\/twitter.com\/share?url=\" tabindex=\"0\" role=\"button\" aria-label=\"Twitter\"><span class=\"uagb-ss__source-wrap\"><span class=\"uagb-ss__source-icon\"><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 512 512\"><path d=\"M459.4 151.7c.325 4.548 .325 9.097 .325 13.65 0 138.7-105.6 298.6-298.6 298.6-59.45 0-114.7-17.22-161.1-47.11 8.447 .974 16.57 1.299 25.34 1.299 49.06 0 94.21-16.57 130.3-44.83-46.13-.975-84.79-31.19-98.11-72.77 6.498 .974 12.99 1.624 19.82 1.624 9.421 0 18.84-1.3 27.61-3.573-48.08-9.747-84.14-51.98-84.14-102.1v-1.299c13.97 7.797 30.21 12.67 47.43 13.32-28.26-18.84-46.78-51.01-46.78-87.39 0-19.49 5.197-37.36 14.29-52.95 51.65 63.67 129.3 105.3 216.4 109.8-1.624-7.797-2.599-15.92-2.599-24.04 0-57.83 46.78-104.9 104.9-104.9 30.21 0 57.5 12.67 76.67 33.14 23.72-4.548 46.46-13.32 66.6-25.34-7.798 24.37-24.37 44.83-46.13 57.83 21.12-2.273 41.58-8.122 60.43-16.24-14.29 20.79-32.16 39.31-52.63 54.25z\"><\/path><\/svg><\/span><\/span><\/span><\/div>\n\n\n\n<div class=\"wp-block-uagb-social-share-child uagb-ss-repeater uagb-ss__wrapper uagb-block-fc88743c\"><span class=\"uagb-ss__link\" data-href=\"https:\/\/www.linkedin.com\/shareArticle?url=\" tabindex=\"0\" role=\"button\" aria-label=\"linkedin\"><span class=\"uagb-ss__source-wrap\"><span class=\"uagb-ss__source-icon\"><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 448 512\"><path d=\"M100.3 448H7.4V148.9h92.88zM53.79 108.1C24.09 108.1 0 83.5 0 53.8a53.79 53.79 0 0 1 107.6 0c0 29.7-24.1 54.3-53.79 54.3zM447.9 448h-92.68V302.4c0-34.7-.7-79.2-48.29-79.2-48.29 0-55.69 37.7-55.69 76.7V448h-92.78V148.9h89.08v40.8h1.3c12.4-23.5 42.69-48.3 87.88-48.3 94 0 111.3 61.9 111.3 142.3V448z\"><\/path><\/svg><\/span><\/span><\/span><\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Come diventare campioni delle vendite attraverso obiettivi e risultati chiave<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A <a href=\"https:\/\/acquirent.com\/blog-article\/how-to-multiply-your-sales-in-a-short-time\/\"><strong>moltiplicare le vendite<\/strong><\/a> in modo sostenibile e raggiungere gli obiettivi di vendita e i risultati chiave della tua azienda non si limitano semplicemente a migliorare il tuo prodotto e a formare il tuo team di vendita su metodi di vendita all&#039;avanguardia. I campioni delle vendite hanno bisogno di un ambiente favorevole alle prestazioni e gli obiettivi giusti e i risultati chiave possono fornirglielo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La costruzione di relazioni e un&#039;esperienza di servizio post-vendita solida e sostenibile devono far parte dell&#039;ecosistema delle prestazioni di vendita come fattori abilitanti per risultati coerenti.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Gli OKR di vendita e marketing possono abbattere efficacemente l&#039;effetto silo tra il reparto marketing e quello delle vendite. Vale la pena coinvolgere il team del servizio clienti nella creazione di una &quot;task force&quot; sinergica e collaborativa per raggiungere l&#039;obiettivo di un aumento sostenibile delle vendite.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Avendo allenato team di vendita in diversi paesi e numerosi settori, ho trovato molto utile sottoporre congiuntamente i team di vendita, marketing e assistenza clienti a quella che io chiamo formazione sulla &quot;comunicazione con un ROI (ritorno sull&#039;investimento)&quot;.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">UN <a href=\"https:\/\/acquire.io\/blog\/increase-automotive-sales\">caso del settore automobilistico<\/a> studio.<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Obiettivo: Aumentare le performance di vendita degli showroom<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un semplice inizio per aumentare le prestazioni di vendita in un autosalone sarebbe quello di smontare l&#039;intera &quot;catena del valore&quot; dell&#039;esperienza dei potenziali clienti, identificare e isolare il &quot;punto di contatto&quot; di ciascun cliente e ottimizzarlo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La catena del valore inizia quando il potenziale acquirente sperimenta il materiale di marketing delle case automobilistiche. Quando il potenziale cliente telefona per fare la prima richiesta, si crea la prima interazione personale e l&#039;interazione dell&#039;addetto alla reception con il potenziale cliente conta e conta. Il loro approccio pu\u00f2 rendere il compito di vendere effettivamente l\u2019auto pi\u00f9 semplice o sempre pi\u00f9 complicato.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">L&#039;aspetto degli showroom, la qualit\u00e0 del caff\u00e8 nelle sale d&#039;attesa, la velocit\u00e0 del wi-fi e il materiale di lettura disponibile durante l&#039;attesa sono richiesti e altri punti di contatto costituiscono il contesto per il successo o il fallimento della commessa o dell&#039;uomo. Tutti questi elementi trasmettono in modo sottile o diretto un messaggio al potenziale acquirente e influenzano in una certa misura la sua decisione di acquisto.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Finalit\u00e0 legata agli Obiettivi di Vendita e ai principali risultati<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Gary non vende automobili; nella sua mente e nel suo cuore, vende esperienze di viaggio sicure e divertenti verso destinazioni per famiglie. Ci crede; lui &quot;sente&quot; questo. Gary probabilmente superer\u00e0 coloro che vendono automobili esclusivamente per guadagnarsi da vivere.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Collega quante pi\u00f9 attivit\u00e0 assegnate ai risultati chiave orientati alla vendita a uno scopo ben definito e stimolante possibile.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Incorporare il sistema di valori aziendali nel processo di vendita<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Esempio: l&#039;integrit\u00e0 come valore fondamentale<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Vincere e vendere &#039;a tutti i costi&#039;, soprattutto alla trasgressione dei valori, normalmente non finisce bene. Rendi i valori non negoziabili del processo di vendita e includili anche nelle descrizioni delle mansioni dei team. I membri del team di vendita dovrebbero anche essere istruiti su come agire sul sistema di valori dell&#039;azienda<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Comunicazione con un ROI<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">I veri campioni delle vendite rispettano ogni potenziale cliente comunicando secondo la sua personalit\u00e0 e costruendo un rapporto. Prenditi cura di loro come persone e dei loro bisogni. I venditori eccellenti sono maestri delle domande. Quando parli non impari nulla, ma quando ascolti profondamente impari molto.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Riduci al minimo le dichiarazioni ma quando le fai, come venditore falle contare, principalmente allineando le tue dichiarazioni direttamente ai bisogni e ai desideri stabiliti del potenziale cliente.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Evidenziare i vantaggi del prodotto in relazione all&#039;impatto positivo diretto sulla vita del potenziale cliente invece di recitare un elenco di caratteristiche \u00e8 una tattica che probabilmente produrr\u00e0 un maggiore ritorno sull&#039;investimento.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Esempi di OKR di vendita<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Gli OKR sono un protocollo di definizione degli obiettivi collaborativo. Con un focus sugli OKR di vendita, gli obiettivi giusti e i risultati chiave non solo favoriranno la collaborazione tra i membri del team di vendita, ma creeranno anche una &quot;joint venture tra il team di vendita, il team di marketing e il team del servizio clienti&quot;.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Gli OKR sono orientati al futuro e ambiziosi, garantendo che i venditori abbiano un obiettivo futuro e che possano accrescere le proprie competenze verso il successo godendo del supporto del &quot;team pi\u00f9 ampio&quot;.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Software&nbsp;<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Obiettivo: aumentare la base utenti<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Risultato chiave 1: aumentare il numero di utenti paganti da \u2026\u2026.. a \u2026\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Risultato chiave 2: aumentare il tasso di conversione dei lead da \u2026\u2026.% a\u2026\u2026.%<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Vendite automobilistiche<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Obiettivo: Diventare l&#039;auto scelta dal cliente in\u2026\u2026\u2026 (Area)<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Risultato chiave 1: aumento della quota di mercato da \u2026..% a \u2026..%<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Risultato chiave 2: aumento delle vendite trimestrali da \u2026.. a \u2026..<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Risultato chiave 3: ottenere\u2026.% di vendite dal marketing digitale<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">*** <strong>Prendi nota che il risultato chiave numero tre, direttamente sopra, \u00e8 un esempio di un risultato chiave che pu\u00f2 abbattere l&#039;effetto silos tra il reparto marketing e quello delle vendite<\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Inizia qui il tuo percorso di apprendimento su come redigere gli OKR di vendita pi\u00f9 efficaci per la tua organizzazione:<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-wp-embed is-provider-effective-okr-courses wp-block-embed-effective-okr-courses\"><div class=\"wp-block-embed__wrapper\">\n<blockquote class=\"wp-embedded-content\" data-secret=\"XbCiSIm70V\"><a href=\"https:\/\/okrinstitute.org\/it\/course-calendar\/\">vista calendario<\/a><\/blockquote><iframe loading=\"lazy\" class=\"wp-embedded-content\" sandbox=\"allow-scripts\" security=\"restricted\" style=\"position: absolute; clip: rect(1px, 1px, 1px, 1px);\" title=\"\u201cvista-calendario\u201d \u2014 OKRI - Corsi di certificazione OKR efficaci\" src=\"https:\/\/okrinstitute.org\/course-calendar\/embed\/#?secret=z2RPEoPNFt#?secret=XbCiSIm70V\" data-secret=\"XbCiSIm70V\" width=\"500\" height=\"282\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Un atteggiamento ad alte prestazioni nei confronti delle vendite<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Una volta ho chiesto a un importante venditore di auto giapponese se \u00e8 giusto dire che &quot;l&#039;energia vende&quot;? (implicando che gli individui energici e animati vendono meglio). La sua risposta \u00e8 stata semplice ma ha avuto un profondo effetto su di me: &#039;l&#039;energia nelle vendite non \u00e8 una merce da vendere, invece \u00e8 nostro dovere dare energia positiva ai nostri clienti come regalo per migliorare la loro esperienza&#039;.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In una frase questo uomo saggio ha rimosso l&#039;enfasi sull&#039;essere energici puramente per vendere meglio utilizzando l&#039;energia come mezzo per prendersi cura del cliente e migliorare la sua esperienza.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Puoi imparare di pi\u00f9 da quanto segue <strong><a href=\"https:\/\/hbr.org\/2021\/03\/when-ceos-make-sales-calls\">Articolo di revisione di Harvard Business<\/a> <\/strong>sulle capacit\u00e0 di leadership funzionale delle vendite.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"inherit-container-width wp-block-group is-layout-constrained wp-block-group-is-layout-constrained\" style=\"border-width:1px;border-radius:15px\"><div class=\"wp-block-group__inner-container\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7387b849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:100%\"><div class=\"has-text-align-left mb-0 pb-0 wp-block-post-author has-medium-font-size\"><div class=\"wp-block-post-author__avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2022\/01\/cropped-icon-small-1-150x150.png\" width=\"96\" height=\"96\" srcset=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2022\/01\/cropped-icon-small-1-192x192.png 2x\" alt=\"Dirk Coetsee\" class=\"avatar avatar-96 wp-user-avatar wp-user-avatar-96 alignnone photo\" \/><\/div><div class=\"wp-block-post-author__content\"><p class=\"wp-block-post-author__byline\">Nome dell&#039;autore:<\/p><p class=\"wp-block-post-author__name\">Dirk Coetsee<\/p><\/div><\/div>\n\n\n<p class=\"wp-block-paragraph\">Direttore dello sviluppo del talento dell&#039;OKR Institute<\/p>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"recent-post wp-block-paragraph\">Corsi correlati<\/p>\n\n\n<div class=\"wp-block-qubely-postgrid qubely-block-28c9a3\"><div class=\"qubely-postgrid-wrapper  qubely-postgrid-layout-1\" ><div class=\"qubely-postgrid qubely-post-list-view qubely-postgrid-style-2\"><div class=\"qubely-post-list-wrapper qubely-post-list-center\"><div class=\"qubely-post-list-img qubely-post-img qubely-post-img-zoom-in\"><a href=\"https:\/\/okrinstitute.org\/it\/courses\/okr-practitioner-course\/\"><img decoding=\"async\" class=\"qubely-post-image\" src=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2022\/01\/practitioner-course.png\" alt=\"OKR Practitioner Course\"\/><\/a><\/div><div class=\"qubely-post-list-content\"><h6 class=\"qubely-postgrid-title\"><a href=\"https:\/\/okrinstitute.org\/it\/courses\/okr-practitioner-course\/\">Corso per operatori OKR<\/a><\/h6><\/div><\/div><\/div><div class=\"qubely-postgrid qubely-post-list-view qubely-postgrid-style-2\"><div class=\"qubely-post-list-wrapper qubely-post-list-center\"><div class=\"qubely-post-list-img qubely-post-img qubely-post-img-zoom-in\"><a href=\"https:\/\/okrinstitute.org\/it\/courses\/okr-foundation\/\"><img decoding=\"async\" class=\"qubely-post-image\" src=\"https:\/\/okrinstitute.org\/wp-content\/uploads\/2016\/12\/okr-foundation.webp\" alt=\"OKR Foundation Course\"\/><\/a><\/div><div class=\"qubely-post-list-content\"><h6 class=\"qubely-postgrid-title\"><a href=\"https:\/\/okrinstitute.org\/it\/courses\/okr-foundation\/\">Corso 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href=\"https:\/\/okrinstitute.org\/it\/how-to-apply-leading-and-lagging-indicators-in-three-simple-steps\/\">Come applicare gli indicatori anticipatori e ritardati in tre semplici passaggi<\/a><\/h6><\/div><\/div><\/div><\/div><\/div>\n\n\n<div style=\"height:41px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"recent-post wp-block-paragraph\">Tag<\/p>\n\n\n\n<p class=\"tag-post wp-block-paragraph\">#OKR<\/p>\n\n\n\n<p class=\"tag-post wp-block-paragraph\">#OKR Allenamento<\/p>\n\n\n\n<p class=\"tag-post wp-block-paragraph\">#OKR Pullman<\/p>\n\n\n\n<div class=\"wp-block-uagb-wp-search uagb-wp-search__outer-wrap uagb-block-e25a25d7 uagb-layout-input-button\"><form class=\"uagb-search-wrapper\" role=\"search\" action=\"https:\/\/okrinstitute.org\/it\/\" method=\"get\" data-trp-original-action=\"https:\/\/okrinstitute.org\"><div class=\"uagb-search-form__container\" role=\"tablist\"><input placeholder=\"Ricerca\" class=\"uagb-search-form__input\" type=\"search\" name=\"s\" title=\"Ricerca\"\/><button class=\"uagb-search-submit\" type=\"submit\"><span class=\"uagb-wp-search-button-icon-wrap\"><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 512 512\"><path d=\"M500.3 443.7l-119.7-119.7c27.22-40.41 40.65-90.9 33.46-144.7C401.8 87.79 326.8 13.32 235.2 1.723C99.01-15.51-15.51 99.01 1.724 235.2c11.6 91.64 86.08 166.7 177.6 178.9c53.8 7.189 104.3-6.236 144.7-33.46l119.7 119.7c15.62 15.62 40.95 15.62 56.57 0C515.9 484.7 515.9 459.3 500.3 443.7zM79.1 208c0-70.58 57.42-128 128-128s128 57.42 128 128c0 70.58-57.42 128-128 128S79.1 278.6 79.1 208z\"><\/path><\/svg><\/span><\/button><\/div><input type=\"hidden\" name=\"trp-form-language\" value=\"it\"\/><\/form><\/div>\n<\/div>\n<\/div>\n<\/div><\/section>","protected":false},"excerpt":{"rendered":"","protected":false},"author":2646,"featured_media":38778,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"qubely_global_settings":"","qubely_interactions":"","inline_featured_image":false,"_uag_custom_page_level_css":"","site-sidebar-layout":"no-sidebar","site-content-layout":"page-builder","ast-site-content-layout":"full-width-container","site-content-style":"unboxed","site-sidebar-style":"unboxed","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"disabled","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center 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Coetsee","author_link":"https:\/\/okrinstitute.org\/it\/author\/dirkc\/"},"qubely_comment":0,"qubely_category":"<a href=\"https:\/\/okrinstitute.org\/it\/category\/general\/\" rel=\"category tag\">General<\/a>","qubely_excerpt":null,"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.7 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to Create sales champions through Objectives and key results<\/title>\n<meta name=\"description\" content=\"How to create sales champions through Objectives and key results. 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