How to Set Smarter Sales Goals

How to Set Smarter Sales Goals

October 23, 2018 Posted by Inside Sales Training 0 thoughts on “How to Set Smarter Sales Goals”

The research is in: if you set goals, you are more likely to achieve them. Not only do sales goals help you hone the vision of what you want to achieve, they help you create steps to move your business there. From SMART goals to waterfall goals and more, there are many different ways to lay out a path of sales success. It’s up to you to decide which method works best for your team.

Defined Goals Mean Defined Sales

One of the beautiful things about setting goals is that they help you figure out what you need to do. Once you have a plan in place, you can begin to start chipping away at it. Here are just a few of our favorite ways to set smarter goals:

  • Start with the basics. This year, how much money do you want to make from sales? Once you have determined a grand total, break it down into quarters and months. This breakdown helps you stay on track. If one month or quarter lags, you can make an extra push during the following month.
  • Maintain morale. Nothing squelches morale like unrealistic expectations. A “waterfall” approach helps you introduce new sales goals to your team in increments. This method helps your team stay proud of their successes and maintains growth over the long-term.
  • Present goals in a sequence. It’s essential that you prioritize your goals, especially among your sales team. Few of us can meet all of our goals on the first try. Indeed, goals should stretch us to a healthy extent. When goals are sequenced, the team will focus on the most important goals first. The other goals will follow.
  • Translate money into action. So you have a numerical goal for sales, but what does that mean in terms of staff time? How many phone calls, follow up emails, and client meetings does each thousand dollars entail? When you speak to your sales team in terms of both money and action, you may see better results.
  • Reward the results. Gratitude is important! Sales staff maintains good performance when their achievements are recognized. The type of reward will depend on your company and your resources, but it’s important that it exists. If sales professionals don’t feel “seen,” there is little to maintain their growth towards sales goals.
  • Track yourself. Before laying out new goals, it’s essential that you have a tracking mechanism in place. If your sales team doesn’t know how they are doing, how will they meet their goals? These days, there are a variety of software programs and apps that can help you track your success. Healthy competition helps breed success. You can get creative with tracking goals! When progress is internally publicized, it may give team members the extra boost needed to achieve success.
  • Encourage your team to reach. You won’t know how difficult your goals are to achieve until you begin the process. If your team is reaching their sales goals with little effort, stretch goals may be an arena to consider. It’s one way to maintain motivation within an already-successful team.
  • Create an atmosphere of teamwork. Although sales professionals are interested in their individual success, every sales team is just that: a team. It’s important to communicate to your team that it’s in their best interest to help each other succeed. Mentoring programs, incentives for collective goals, and other strategies are some ways to cultivate this atmosphere.

The key to any IT Sales organisation is a strategic sourcing partner that understands the industry, how to assess experience across languages and can support international growth. InsideSalesPeople and its unique Early Talent Sales Programme helps organisations fill the pipeline for future hiring needs and working with businesses of all sizes to track results and assure continued success. Contact us today for a consultation.

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