Review your team’s past performance data and be honest about what you can accomplish during a set period of time. You need to make sure that your goals are sensible and not totally out of reach. Achievable: Ambitious goals are great, but you want to set your team up for success.You can do the same with your team by tracking progress to help them reach goals and motivate at the same time. Remember those fundraising events that used a poster of a giant, old-fashioned thermometer? For each donation received, the thermometer would be filled with red ink to show that the organization was inching closer to its goal. Measurable: Numeric benchmarks can be helpful because they record progress while removing subjectivity.For example, you might want to increase your monthly revenue by 5% over the next quarter using a consultative sales approach. Deliver concrete numbers and explain how you plan to raise revenue with actionable guidance. Specific: It’s easy to say to your team, “Let’s increase sales!” But after the cheers and high-fives die down, this vague statement doesn’t help anyone.If you want your goals to fuel success, makes sure they are: is an easy-to-remember acronym for the five steps of effective goal-setting. One proven way to set yourself up for success is to set S.M.A.R.T. Once you have your sales goals lined up, you can create a path to get there. Sparks process development: A roadmap helps you get where you need to go, but only works.They can also spark competition, which can be motivating to reps. Encourages teamwork: Group goals increase the stakes because they affect everyone.And if a goal is particularly challenging, it can improve focus and prompt creative problem-solving. Failing to meet a sales goal offers a chance for reps to innovate and try different approaches. Creates learning opportunities: If it turns out a particular sales strategy fails to accomplish a goal, this is valuable data.Helps create forecasts: From a business perspective, sales goals give you a picture of potential sales revenue.Here are a few other things sales goal-setting does: But that’s not the only reason why they’re important. Setting sales goals gives your team a north star - something to aim for. ( Back to top) Why sales goals are important If I can do it while running my business, they certainly can do it. Not only that, I was able to validate to my team that setting goals really works. During Q3 of last year, I beat this goal, clocking in at $300,000. However, I understand the power of outbound selling so I set a goal for myself to bring in $250,000 each quarter - driven in part by outbound efforts. Most of my leads come directly from the podcast, website, referrals, and my deep network. When your team sets concrete goals, it helps them hit their sales targets and gives them ownership over their success: They know what it takes to win.Īs the CEO of sales training firm The Sales Evangelist, my role does not always allow me to do outbound sales. If you don’t have any benchmarks for success, you’re going to encourage mediocrity and accept the status quo, losing team engagement. But sales goals aren’t just dry, impersonal measurements. At their core, sales goals are objectives that a company wants to achieve over a set period of time.
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