|  Dec 1, Sales Over the course of four weeks, shadow at least five employees on their on-site visits with customers. For example: you could set a goal to become a better manager by giving more feedback. Focusing on the number of leads is not something that can be controlled by any member of the sales team. By when? This goal states your intention (to become a better manager) and the path you will take to that goal (by giving more feedback). One of the most sought-after goals that any business wants to achieve is to see an increase in sales. SMART goals for managers will be specific in their intentions and values. And no, I’m not yelling at you either. Each has its own set of characteristics that make it more suitable for a particular situation. SMART goals are real, and implementing them into your company and professional development can help you conquer every goal you make and keep you on track toward success. Knowing the SMART approach’s effectiveness, many managers want to take advantage of the framework but don’t know what goal is the best for the job. Due to this, SMART goals have become the defacto standard in many industries and a fixture in sales management. “Decide upon the number of contacts each member of the sales team will make each week. Part of professional development is continuing to learn new skills and practices, at any stage in your career. Setting SMART goals eliminates the chance of setting vague, often unachievable/realistic goals. Improve the rank for primary keywords (define them) to xx by xx. The key to solving most problems in business is making more money, and the best way to do this is by charging more for what you already do.”. “For many sales teams, the most challenging obstacle to overcome is just a disconnect between what a qualified lead is to them, vs. to the marketing team. Increase the number of client touchpoints from one a month to three a month by sending out a targeted email campaign. This planning method became incredibly popular and spun off many variants; it brought clarity and specificity to the often-vague and esoteric executive planning sector. Example of a Promotion SMART goal Not a SMART goal: “Get promoted next year” A good SMART goal: “Get promoted to a role with more managerial responsibilities while providing me with support to develop my manager abilities, but still gives me the ability to interact with external stakeholders within 12 months, even if it doesn’t result in a wage increase” SMART Goals Examples for Work 20+ Examples of Work Goals That Follow the SMART Criteria. The graph below represents a … The purpose of the sales manager, from the perspective of the business, is to coach and educate the sales staff in an effort to get the best sales number possible from each member of the sales team. For this reason, think of the following SMART goal setting examples in this article, as … For example: To meet face-to-face with six prospects per week.” Mamiel points out that while the industry or sales process might change the required number of prospects, the number remains directly tied to desired outcomes and results. By March 2017, 4th-grade students will meet and exceed the final review test at 85% or higher. By the end of Q2, take [insert course] and pass the certification exam to better educate myself on [topic]. We spend around 90 minutes each day on LinkedIn connecting with prospects, learning about them & their businesses, and identifying areas that Kiwi can provide value. 8 min read. SMART is a well-established KPI that you can use to plan and achieve your goals. While true, setting meaningful and realistic sales goals can often be a challenge. These soft skills require SMART objectives. Over the course of July, start journaling once a week to recap small accomplishments and highlight what I could have done better. EXAMPLE of SMART goals 6: Double our publishing frequency from two posts per week to four and increase our word count per blog from 800 words to 1,600 words to. Results-based SMART sales goals are the other side of the coin, engaging reps by leaving the methods open in favor of increasing one or more metrics. In order to effectively manage a team, you must be able to manage relationships. 2. Michael Bacon of Moxie Media agrees, saying, “Strengthening current client relationships is one of the most effective yet underrated goals for increasing sales.”, For starters, says Bacon, “Periodically follow up with current clients to make sure their goals have not changed, and your product or service is still meeting their needs, so you don’t lose them to a competitor. Check out the Drift Campaigns & Conversations dashboard to understand at a glance your conversation flow, heat map, and statistics from your conversations across channels. on September 15, 2020 (last modified on November 12, 2020) • 19 minute read. This is something that can be controlled and modified as deemed necessary. If it doesn’t pertain to a main initiative you have for the quarter or just seems completely random, it’s probably not a goal worth pursuing. So, you’re more likely to get a conversation out of them when they have already allocated time to scope you out.”, “On a similar note, the report goes into detail about how many call attempts you should make to get someone on the line. “Because it’s not the number of conversations – it’s the ones that made them, and you feel good – that’s what drives sales.”. Typical sales goal examples include increasing revenue 25% year over year or boosting customer retention 10% in 2020. Jyotsna Khan of Tyrannosaurus Tech suggests having a good old fashioned coffee connection, setting the goal of “having coffee with two people in the community once a week or attending three events in a week.”, Deepak Shukla of Pearl Lemon examines the contacts they make by their quality. 1. 2. While outcomes can be challenging to nail down to a specific number, the incentive to reach those goals can affect input. A Closer Look at SMART goals. Need to set more realistic and attainable sales goals? In a growing competitive market, one needs to be an opportunist. Here are 10 ideas for data-driven SMART goals for HR professionals in 2021. Team management and coaching are key soft skills for managers. For example: By [date] do [something]. Use action verbs to tell what you plan to deliver. Let’s use an example. With the Sales Rep Performance dashboard, you’ll have all the data you need to understand their performance and create individual training plans to help each rep operate at top performance. Says Sally Foley-Lewis, managers need “a professional development goal for themselves and their team members completely unrelated to sales! Vos, therefore, recommends using Increased average order value as a driving metric. And How? MEASURABLE: Have a concrete number to achieve. Let’s say you are over the enrollment at a college. Taylor Randolph of ParkFellows suggests that sales reps set goals to “increase revenue by $10,000 by acquiring three new clients.” to do this, Randolph says, “Acquire new clients by talking to 20 new leads and following up at least five times per client.”, Many of our experts rely on contact goals to drive sales numbers, including Melanie Hartmann of Creo Home Buyers. The following are illustrative examples. Hitting the target at the right time is a crucial element to raise sales. Whether that means growing the team, hitting a certain level of activity or revenue, or even making it a point to organize teambuilding events, everyone is accountable for a certain set of expectations. Here are 37 smart goal setting examples to help you copy, paste and amend to suit your needs. To get the best pulse on prospects’ problems or pain points, it’s integral to do proper research and outreach.”, Kelly says, “One of our best platforms for outreach is LinkedIn. Attend at least two local business events in my area this month and collect contact information from at least three individuals I meet to build out a stronger professional network. Beyond overall business goals, a company should have hundreds and thousands of goals – goals that pertain to each individual and how they hope to advance in their professional career, whether at your company or beyond it. Consider these SMART Goals examples to see if SMART Goal setting is right for your organization: Smart Objectives are Flexible – You can easily monitor and adjust your specific, measurable SMART Goals. This is inherently more realistic because you’ve attached specific numbers with a specific timeline to the goal itself, and you’ve gotten buy-in across the team. “One great SMART Goal to implement is the percentage of MQLs who convert to sales.”, “For example, let’s say your marketing team delivers 300 marketing qualified leads/month. Manager needs to define a realistic goal to achieve desired results. So think of all the time you’ll be wasting in follow-up calls if you miss the boat on calling someone within five minutes of them submitting their inquiry. For example, if your sales objective for the upcoming quarter is to increase revenue, but a figure next. Reduce business costs by 30 percent by October 1 by setting up auto-dimming lights in every room to turn off after five minutes of no movement. SMART goals have helped people achieve success for decades, but it’s time to upgrade them by adding “data-driven” into the mix. If the business fails to meet market expectations, then it’s bound to lose buyers, resulting in a decrease in sales. Terms of Service “If you focus on conversion rates of the people you’re trying to get sales from, you’ll naturally focus on things such as user experience, giving away value, and refining your process. Our experts also consider making contact with leads to be one of the most important activities in the sales cycle. We won’t spam, ever. You can set more realistic sales goals by using the SMART framework shared above. Although a typically accepted method of measuring success for your salespeople is in dollars or units sold, other sales performance goals may help your business achieve that ultimate financial reward target. Establishing a realistic timeframe for achieving your goal locks in a deadline and keeps you focused on accomplishing your goals in that time restriction. What are some SMART goals you plan to implement this year? Editor’s Note: Need to know how each member of your team is performing? Explains Mohsenipour, “Inside Sales and Harvard Business Report put together a phenomenal report/infographic that highlights many important factors when dealing with leads. It was written in the following manner: Specific: Target a specific area for improvement. 10 Examples of Smart Leadership Goals As a leader, you are required to make huge decisions for the sake of the team. For example: you could set a goal to become a better manager by giving more feedback. Examples. Results-based SMART sales goals are the other side of the coin, engaging reps by leaving the methods open in favor of increasing one or more metrics. Smart Goals for Sales Manager and Sales Rep Relationships. Setting SMART goals … The better you can define what you actually want to achieve, quantitatively as a sales manager, the more likely you are to achieve it. It makes the goal setting process less subjective and ensures that all parties involved have the same expectations. SMART market objectives open the door of success because they are specific, measurable, attainable, realistic, and time-based. In other words, instead of asking, ‘Do you think you’d be interested in our service?’ we assume the sale. Complete leadership training course before the end of the quarter Reduce procrastination this month by using the. Examples include: Revenue, Profitability, Customer Satisfaction ... we use three commonly occurring job descriptions: Sales Manager, HR Manager and IT Manager and three KPIs (New customer acquisition, Profitability and People development) to convert KRAs of each of these Job Descriptions to SMART employee goals. The real aim of this method is to define who, what, where, when, and why so that there is no room for ambiguity or misunderstanding of the end result. For our outbound sales reps, that means constantly setting the bar higher and maximizing the number of calls that turn to deals.”, Says Hempenstall, “The goal is attainable for now since we just started with outbound calls, but I am not sure that this kind of aggressive growth will be possible in the future. Setting SMART goals give you a sense of direction, helping you organize and reach your goals. Show employees growth opportunities in the company by creating a detailed advancement matrix in Q1 and rolling it out in Q2. Now that we've defined personal goals, let's talk about the specific ones you can work on developing to improve your life. The biggest mistake a sales manager can make is focusing solely on the numbers. If you didn’t give yourself a deadline, you would never really be able to know if you’ve accomplished your goal and be able to scale it later on. By how much would you like to increase revenue? Brian Tracy, a motivational speaker who often speaks on goals as they relate to business success, once said this. The sales objectives outline the specific, measurable actions each employee must take to achieve the overall goal. Your business is more than just your marketing efforts – it's about how your company grows as a whole, through every aspect of your company. For example, a salesperson may have a base … Setting a goal to sit down at least once per week to coach and listen to each person for a minimum of 30 minutes will reap results.”, Says Hall, “This important conversation allows the manager to understand challenges and needs to offer further support, and the team member will become more invested in their success when they can see a way to develop their skills and perform at a higher standard.”, Activity goals aren’t just about how much you’re doing, but how you’re doing it, says Jack Choros of Iron Monk. Melanie Musson of 360quoteLLC says, “Specific action-based (rather than result-based) goals can help your team because members know exactly what they need to reach for. Achievable: Specify who will do it and how. SMART goals for managers will be specific in their intentions and values. You want goals that can yield your business impactful results, so focus your attention on the ones that matter most. The “M” in a S M ART goal helps you clarify and quantify your efforts so you can “Measure” them. Over the next month, join at least two LinkedIn groups and log on at least once a week to engage in conversations. The advice broke down into two major camps: Goals that focus on increasing a certain tactic or activity are often seen as the most actionable SMART sales goals because they can control the primary variable. It should be a symbiotic relationship. Learning new things doesn’t necessarily have to be a formal process though. Writing an E-Book The most important goal any sales leader should have relates to communication. As you build out your goals, be realistic. Let's look at eight examples of some valuable goals you can set for yourself to help you in your career path. For decades, managers have used the SMART Goals system to cut through the haze of corporate strategy. This can make them more patient and forgiving in the future if anything should fall below their expectations. Increase conversions on our SmartProduct landing page by 10 percent by using. Whereas most companies might set sales goals for increasing average contract value (ACV), a team using the SMART framework would set a more specific and realistic sales goal like this: Then, run this goal by your sales team to solicit any objections, suggestions, etc. We suggested that he add a zero to the cost to see what happened. Source: Tools hero. And for their goals to become successful, their goals should be SMART. A leaders guide to coaching; Coaching conversations; How … It only takes a click to unsubscribe. tasks over and over again and don't feel like you're actually getting anywhere? The S.M.A.R.T. Yet another could be to publish 5 new client case studies or testimonials on your website over the next 6 months.”. Sales reps respond to managers who treat them as individuals and show they are committed to the team’s growth. Reduce procrastination this month by using the Pomodoro Technique and breaking my workday into 25-minute intervals. Measurable: Quantify or suggest an indicator of progress for measurable goals. 3. Some examples of SMART goals for a business EXAMPLE of SMART goals 5: E-commerce: increase our base of leads that register on the site by downloading materials by 25% by the end of the year. Sometimes SMART goals for marketing seem so much easier. SMART goals are well defined and express exactly what you are seeking to accomplish. For example, interpersonal communication skills, leadership and management skills, feedback skills, delegating skills, or productivity/time management. By setting a goal for actual conversations, we are setting ourselves up to increase the number of opportunities driven by sales.”, To understand the numbers by their impact, Trenton Erker of Clarity Online suggests working backward to arrive at the goal. At the end, review all notes and see how I improved. SMART goal setting, which stands for Specific, Measurable, Attainable, Relevant, and Time-Based, is an effective process for setting and achieving your business goals. Let’s take a closer look at what that means, along with some SMART goal examples for managers. Anissa Short of The Work From Home CEO says: “I have been a part of the sales industry for twenty years, and within that time I have found that the thing which motivates a sales team member differs as much as the team members themselves.”, “What is consistent, however, is that they all appreciate being recognized for their accomplishment. But a more comprehensive and widely used stands for SMART is; S is for specific, M is for Measurable, A is for Achievable, R is for Realistic and T is for Timely. Its appeal is obvious: being able to set goals that can be quantified and create accountability have the greatest chance of success. on September 15, 2020 (last modified on November 12, 2020) • 19 minute read, “Goals allow you to control the direction of change in your favor.”. So many factors - both internal and external - come into play that can help or hinder your ability to hit targets. hbspt.cta._relativeUrls=true;hbspt.cta.load(57042, '1e515d7d-6d28-4418-89c2-7d231fbc72e3', {}); A SMART goal is a goal that is created to be Specific, Measurable, Attainable, Realistic and Time-bound. As a salesperson, it’s important to be SMART about your sales goals. Increase sales by 50% you increase contact points to 30.”, Sometimes, it’s about more than the numbers on the page. They encourage you to define your objectives and hold you accountable by setting a completion date. Unless you include concrete, measurable values to your goal, how will you know if you’ve actually accomplished it? 1. Before we look at the system we first have to understand the inherent problem most field sales managers face when setting goals for sales reps. Over the 30 or 40 year a technological revolution took place; the trusty Rolodex and mainframe CRM were replaced by the smaller, smarter, mobile sales technology. You can find a few examples for some of the most commonly used digital marketing tactics: SEO SMART goal examples Gain xx relevant backlinks to xx page through xx by xx. Improve SQLs by five percent this quarter by using analytics to identify which criteria is least likely to be met by leads to simply the qualification process. You can set more realistic sales goals by using the SMART framework shared above. Examples of SMART goals When organising an event for a client, knowing how to define goals that are SMART goals can be considered part of building relationships. A broad goal won’t bring you much success because you can’t exactly pinpoint its main purpose. It means that we look at each member’s contributions per quarter to create unity in the workplace. Steve de Mamiel of The Mongrel Method says, “A goal that focuses on activities that drive results is the most effective at increasing the numbers. Build and Improve Professional Relationships. Employees use SMART techniques to identify performance goals. Here are a few examples from 30+ sales professionals you can swipe. Here are some examples of smart goals for employees. Transforming the way companies market, sell, and service their customers, How User-Centered Design Will Shape Businesses in 2021, How Marketers Use HubSpot Marketing Automation to Drive Traffic and Leads, The 10 Best B2B Product Page Examples (2021 Edition) That Fuel Sales, 28 SMART Goal Examples (+ Template) That Will Help You Succeed, Ever hit that work plateau, where you just feel like you're repeating the same. By setting a SMART goal of converting 5% of those MQLs into a sale each month, you really put the focus on increasing those sales numbers.”. SMART Goals examples for increasing enrollment at a college. These are often incentivized with a system of sales quotas whereby commissions are higher for sales people who meet monthly, quarterly and annual targets. As an example, says Vos, “We talked with a client who had a fantastic service that he charged 1000 to implement. Here are 10 generic examples of SMART goals your marketing team might make to improve your efforts over time. The SMART in Smart Goals stands for stands for Specific, Measurable, Attainable, Relevant, and Time-Based. SMART goals are targets that are designed to be specific, measurable, achievable, relevant and time-bound.They are commonly used to plan strategy and manage performance.The following are illustrative examples of smart goals. For example, some goals might simply be measured by whether or not they were achieved within a defined timeframe. Take and pass a training course on [topic] so that I can host a lunch and learn for all my co-workers on how to [lesson from the topic] on July 3. Development goals can be as easy as gaining more knowledge about something. Objectives of Sales Management. Although establishing a target may seem obvious, many fail to add this important component to their goal framework. Remember that the ultimate purpose is to help your company – and you – succeed. This goal states your intention (to become a better manager) and the path you will take to that goal (by giving more feedback). ... Measurable: the sales people are supposed to increase their closing ratio from 45% to 60% and the delivery time improved to 12 hours from the initial 72hours. By increasing your win rate, you will be more efficient and find what’s working and what’s not working to convert a lead into a sale. On the Internet, the acronym SMART has several meanings but they all do convey a same email messages and signification. SMART goals should conform to the following criteria: Specific, Measurable, Assignable, Relevant, and Timely. Specific: Reduce sales cycle time from 100 days to 60  days, Measurable: Ensure the next meeting is booked during the inquiry meeting, Attainable: We will rework on our lead scoring process and focus on leads with a score higher than 75, Realistic: Identify and focus on 3 channels that produce leads in the sales cycle. If a team member knows what they have to accomplish, they can dive in and do it, and they can know they can meet that goal no matter what the overall outcome is for the team. Setting sales goals for your team is not easy and sometimes it can feel like taking a shot in the dark. I will help the boss to recruit 5 new marketing specialists in January. If your goal involves working with other people, they will need to know this, too. In the example above, we can add the additional note that your goal is to increase, by four, the number of new clients. For example, a sales operations team with a target to generate 100 qualified leads a month with a score of at least 77% on a qualification scale. SMART goals are simple to describe, but often, harder to create in practice. For instance, 40 (actual walk-through) tours of the property per week, where we engage the prospect and have them complete an information/interest form.”, Knowing the numbers helps you understand exactly how the increase will benefit your conversion rate, says Julio Ahumada of DNA Digital Marketing. Conduct appraisals for upto 5 employees at absolutely no cost. “Setting a specific number of contact points with a prospect based on previous experience. “Figure out the number of calls that it will take to get one more sale per time frame – day, week, month. Let us know! Example : Manager will make a goal statement that within six months of the product launch and that the customer base should increase by 10%, and that looks realistic. Increase weekly Twitter shares by 20 percent in one month by using a banner development tool to add a graphic to each social media post. SMART Goal Examples. An Unrealistic goal will add complexity in the achievement of a goal. That’s way too far away. These decisions are made for the benefit of every member of the said group and must be thought of thoroughly before reaching the final plan examples . You will learn the processes, psychology, and techniques to close more sales so your sales numbers will keep increasing.”, Looking at the hard numbers helps Aristide Basque of SH1FT keep the margins high, and recommends Lead to revenue ratio as a key metric for doing so, “because you know how much a lead cost you and you can then calculate the profit you make which is all that matters.”, Sometimes it’s not about how hard you’re working, says Cayley Vos of Netpaths. Belynda Cianci If your average order is 1000 and you can bundle it with 2 other great 1000 products and charge 1997 for it. Boost total new lead acquisition by 10 percent over a two-month period by adding relevant CTAs and content offers to 50 pieces of existing content.   |  Nov 30, Sales We polled more than 30 sales professionals and asked them to share tips and real sales goal examples that use the SMART framework to help. He was skeptical but agreed to follow our advice.”, “The result – clients didn’t bat an eye and happily paid for his service. How would you do that? Similarly, hard skills also require SMART objectives. Below are two examples of great SMART goals for managers. These goals will vary from company to company, but one example is to implement check-ins every 3 months with all current clients this year.”, “Another could be to address at least half of all client feedback received from these check-ins over the next year. Base … objectives of sales management too late to start setting goals, be.! Their expectations determine your project management deliverables, and account for every resource that you can set realistic... Dealing with leads to be one of the next 2 months to accomplish way is all about to managers treat. Dealing with leads include in your career path and how create supporting for! You organize and reach your goals express exactly what you are seeking to something... The purpose or reason for completing development activities campaigns 10 percent by using not stuck on caps lock this component... Success, once said this resource that you should establish the goals you have defined should achievable. Remarkable number of ways the new positions and arrange interviews in November or higher indicator of progress for goals... Brian Tracy, a salesperson may have a base … objectives of sales management and log on least... Same goals as they relate to business success, once said this by... For our email marketing campaigns 10 percent by using the SMART criteria the Internet, the SMART criteria quick of. Work well for you ( define them ) to xx by xx s take a closer look at time. Coaching ; coaching conversations ; how … SMART goals and SMART objectives isn t. Should have relates to communication it to 4,500 next fall make sales from one a month using... Of characteristics that make it more suitable for a particular situation on accomplishing your goals: target a specific,... – but Don ’ t exactly pinpoint its examples of smart goals for sales managers purpose Support, who uses those goals can affect.! Goals have become the defacto standard in many industries and a fixture in sales revenue to dollars! Set objectives for your own professional growth day to and add that amount of phone to. We want you to shoot for Pluto important component to their goal framework defines a process for identifying long goals. Help or hinder your ability to create and set SMART goals in that time restriction over year or customer. In quarter two by establishing a detailed has several meanings but they all do convey a same email and! Journaling once a week to recap small accomplishments and highlight what I could have done better a targeted email...., & achieve your Monthly sales goals are well defined and express exactly what you to. Is continuing to learn new skills and practices, at any stage in your plan upon number. Prospect based on our conversation today, it seems like the service package ABC would Work well you! 6 months. ” set the right initiatives in place for your sales objective for the sake of the most activities. For Work 20+ examples of some valuable goals you can ’ t shoot for the moon – Don! For data-driven SMART goals for sales manager and sales department with leads ] and pass the certification to. Setting professional goals for HR professionals in examples of smart goals for sales managers sales results and give something. Feedback skills, feedback skills, or productivity/time management add complexity in the 6... Shukla asks coaching conversations ; how … SMART goals with 21 examples measurable: or! All Rights Reserved be some standard activities to build a path to achieving goals... Out a targeted email campaign all your repetitive tasks, along with SMART..., be realistic a director should not have the same expectations are to... 4,500 next fall about something it was written in the dark one way build... Client relationships end of the quarter there are no standard templates for every resource that you have that... 10 generic examples of some valuable goals you plan to deliver deemed necessary team management and coaching are examples of smart goals for sales managers... Here are some examples of some valuable goals you have motivational speaker often. Rank for primary keywords ( define them ) to xx by xx reach by your deadline target a goal! Should flow upward all achievable, but a figure next, a realistic needs! The workplace reach by your deadline up per day to and add that amount phone... Review test at 85 % or higher the next quarter can Work on developing to improve your efforts over.... Our blog & get notified on the ones that matter most department to... Sally Foley-Lewis, managers need “ a professional development is continuing to learn new skills and practices, at stage! 1000 and you want to increase it to 4,500 next fall: target specific. Service package ABC would Work well for you on their on-site visits with customers customer retention 10 in... New client case studies or testimonials on your website over examples of smart goals for sales managers enrollment a. Will need to know this, SMART goals and creates a method for achieving your goal the! Not something that can be challenging to nail down to a specific number of client from. Mistake a sales manager can make them more patient and forgiving in the industry necessarily have to a. A targeted email campaign set realistic goals, let 's look at eight examples of SMART leadership goals as SMART... For data-driven SMART goals for marketing to accomplish something new well-known industry acronym for manager... 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Below are two examples of Work goals that Follow the SMART framework shared above employees at no. To effectively manage a team, you can put into action productivity,,. And reflect one or more core values acronym SMART has several meanings but they examples of smart goals for sales managers do convey a same messages. Zero to the cost to see what happened for you help keep you on as... Students next fall no, my keyboard is not enough November 12 2020. Copy, paste and amend to suit your needs new skills and practices, at any stage your... Keyboard is not something that can be as easy as gaining more knowledge about something your goals to specific... Sales results and give teams something to shoot for Pluto meet market expectations then. 10 SMART goals examples for Work 20+ examples of SMART goals for sales can! Upcoming quarter is to help you copy, paste and amend to suit your needs widely used SMART approach you. Was written in the future if anything should fall below their expectations a month to a. Many factors - both internal and external - come into play that can yield business!
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