8-Step Guide to Setting and Achieving Sales Goals
Goals are undoubtedly our greatest motivators. We all need them, and we all have them.
In fact, we work much better and achieve higher when we have a common understanding of what we are striving for, especially in sales. The success of your sales team depends on how well you can ignite their motivation and utilize their talents to the max. Mere talent alone is almost always overridden by hard work in every aspect of closing a sale so how can you motivate them to keep working hard without burning out?
Sales are goal-orientated and full of like-minded people. Every month starts with a new goal and 67% of the time ends with failing to meet it. For individuals who work with numbers, sales reps are lousy predictors of their luck and often fall victim to their ambition by setting incredibly unrealistic goals.
So, what is the secret to setting attainable goals in sales?
Review your workflow
The single most effective way to stop progress is poor time management and tasks delegation. But considering your workflow can lift the unnecessary stress caused by the idea of underperforming and replace it with a sense of calm and productivity. Start your review by taking inventory of everything you do daily. Then consider the time spent accomplishing those tasks versus the reward they bring. Now you can clearly see the activities to prioritize and the time wasters to reduce or eliminate at all. The low time/high-value activities are the no-brainers, but perhaps you can delegate them and use a piece of technology to execute them. Look through your high time/high-value activities and find ways to delegate and automate them. Using your time wisely will help you prepare for achieving your sales goals.
Broad sales goals seldom yield desirable results. In fact, you will struggle to perform if you are unsure what it is the desired achievement. Therefore, specify what it is that you want to achieve. Make sure you understand your goal clearly so that you can create a strategy to reach it. A good place to start is by taking your quarterly target and breaking it down to monthly and weekly financial goals. A real financial target will be easier to achieve and will drive accountability for missed goals.
The most ordinary thing you can do for yourself is to set a goal that is unmeasurable. A secret to setting measurable sales goals is thinking numbers. Instead of asking yourself to “make more calls,” set a target that you can assess by demanding to “make ten phone calls before 10”. Your goals should be quantitative and descriptive, perhaps outlining the degree of progress to be achieved. A verifiable target will make it easier to identify the primary drivers to achieve it. To track your progress and hold yourself accountable for it, determine the number of calls to make and emails to send to hit those targets.
Make sure everyone involved agrees with your goals
If you are setting sales goals for a team, ensure that your team understands and concurs with the goals you set. The best way to motivate your team is to involve them in the target setting process. Ask your them for their input by asking for their feedback and comments. If they feel involved in crafting their goals, they will feel more motivated to work harder to prove themselves and achieve their aims. You should also agree your goals with your manager before you go about achieving them. There’s nothing more deflating than by missing your target due to miscommunication.
Continue reading at Teamgate’s Blog and find out the rest of the steps, including:
- Being realistic
- Setting clear deadlines
- Making sure it’s ethical
- Re-evaluating and improving