At this event, we will lead our guest through best practices in sales management including:  

• Disciplined Pipeline Management
• High Value one-on-ones with Top Performers
• Leading Engaging Sales Meetings

Arrive: Friday, March 24, 2006 at 7:30am  
Session: Presentation & Discussion, 8:00am - 9:30am  
Location: Auberge du Pommier (Yonge & 401)

RSVP: Please confirm attendance before March 10 by contacting Samantha Dann at (416) 424-2999 ext. 25, or samantha@fusionlearninginc.com

Establishing “Bulls-Eye” Targets – Best Practices

Bulls-Eye Target
A key challenge facing most Sales Leaders is balancing the short-term drive for results, with a long range strategic view of where the business is headed.

Like it or not, as Sales Leader, your Executive Team; your Board; and your Shareholders are all asking you to predict the future.

One way to address the challenges of tomorrow is to create the future, today.

A key step in creating your long range sales strategy, is to establish a clear set of Bull’s-Eyes – each with a crystal clear target.

A Bulls-Eye Target is a stretch, “hit you in the gut” goal worthy of commitment.

Once you have established your Bulls-Eye Targets, you must identify Business Goals that align to and support each Bulls-Eye. It’s the combination of these that will produce the results you are striving to achieve.

Creating Strong Bulls-Eye Targets
Step 1
Review your Strategic Intents (i.e. Sales & Service Excellence; Solution Dominance, etc).

Step 2
Brainstorm different ways of articulating the target (incremental, breakthrough, quantum).

Step 3
Select the target that feels right in your gut.

Step 4
Articulate the Bulls-Eye Target for each Strategic Intent using the format: What’s the Focus? How Much? By When?

Three Type’s of Targets
Incremental Target – ask yourself what "playing the game better" looks like relative to your Strategic Intent. For example, increasing your market share for your flagship product by 10%.

Breakthrough Target – ask yourself what "changing the rules of the game" looks like relative to your Strategic Intent. For example, creating a technology extension to an existing product that opens up new customer opportunities.

Quantum Target– ask yourself what "changing the game" looks like relative to your Strategic Intent. For example, creating a new product that establishes a new category will change the way customers perceive you in your marketplace.

Select the Bulls-Eye target that seems most worthy of pursuit. By definition, it must either be a "breakthrough", or "quantum" target. An incremental target just does not cut it in the world of Bulls-Eyes.

Now, you must ask yourself what it is you are trying to achieve. What are you focusing your efforts on? What do you want to change, improve, reduce or add?

For instance:

• Be #1 or #2 in Every Market We Serve

• Fastest to Market with New Applications

• Be the Most Trusted Brand

The target does not get into the details of “how to” accomplish the goal – it simply states the end point – what are you focusing your efforts on?

Bulls-Eyes - Examples
These examples are likely not important to your organization, but they are meaningful to the organizations that established them.
Keep in mind that the Bulls-Eye represents the ultimate target for each Strategic Intent. If your overall Shared Purpose speaks to “Proudly Building on Our Global Reputation” – then what is the ultimate target you are aiming for? For example:

• By December 31, 2008, we will be recognized as the most respected brand in our industry

Or if your Vision has a strategic intent such as “Solution Dominance” – then your Bulls-Eye Target could read:

• By December 31, 2008, we will generate 50% of our revenue from solutions that do not exist today

In summary, taking the time to establish Bulls-Eye Targets is an important step to creating tomorrow’s reality.

As sales leader, it’s your responsibility to inspire people to a “shared purpose”, so that they can believe and embrace these goals with the commitment and energy required to achieve them.

During our most recent business planning session started last October, Fusion Learning experienced our own Strategic BluePRINT process.

We are delighted to declare our Fusion Learning - Shared Purpose:

Passionate learning leaders:

• Dedicated to excellence
• Recognized for our collaborative performance solutions
• Enabling Clients to shape sales culture and deliver results

Flowing from that statement includes the Teachable Intents, Bulls-Eye Targets and Business Goals that comprise our 3-year strategy.

Experiencing the process ourselves reconfirms what we’ve been hearing from our clients – “It works!”

“Love the fact that I can take 1 – 2 actionable “nuggets” away in a short time frame.”

“High energy, high impact, extremely focused – you delivered on promise!”





Fusion Learning is pleased to announce the appointment of Scott Gilmore as Vice President and Partner of the Company.

Scott joins our team of passionate learning leaders, bringing with him more than 15 years of human performance improvement experience. As a senior executive and partner, Scott was the SVP, Sales and Marketing with Gilmore, one of Canada's most respected training & development companies. Most recently, Scott was Vice President, Strategic Accounts with CDI Education, Canada's largest corporate education services company.



On November 4, 2005, Fusion Learning hosted a Breakfast Learning Event at the Rosedale Golf Club called, “Strategic BluePRINT- What Is The Unique DNA For Your Sales Organization?”

Over 50 Senior Executives attended from organizations including: American Express, ADP, Allstate Insurance, Baxter Corporation, CNC Global, Cadbury, Canadian Bearings, Crawford Adjusters, Grand & Toy, Industrial Alliance, Jansenn-Ortho Levitt Safety, Molson-Coors, Purolator, Rogers, The Loyalty Group, TELUS, and The Toronto Blue Jays. Their feedback has been overwhelmingly positive.

Specifically, they praised the quality of presentations from Fusion Learning and the value of the discussions they had with colleagues from various organizations.

If you were unable to attend the session, and you’d like to receive key elements of the handout package, including the presentation on StrategicBluePRINT, please email
Scott Gilmore at scott@fusionlearninginc.com or call him directly at
416-424-2999 ext. 26.



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