4 Ways To Set Sales Goals

A sales leader knows how to set effective goals in specific areas and recognizes that par levels are different for each individual. To boost your company’s sales success, be sure you are setting appropriate goals.

A daily call report

Fundamental to all sales systems is a daily call report. This tool tracks the reason for each sales visit, what was accomplished, and the purpose of the next appointment. The best time to record a call is before moving on to the next client. Using an AI assistant is the most effective way to ensure all pertinent information is collected. Timely data is paramount to the accuracy of your sales goals.

Be specific

Setting clear, specific, attainable actions keeps your team focused and motivated. To be effective, accomplishments should be measured against goals. In face-to-face monthly meetings with reps, managers should review and record progress. 

Goals should include 

Here are four important items to include in your goals:

• A funnel for prospects, including next steps with special attention to the top five targets.
• A dashboard of measurable objectives with focused attention on no more than six to eight benchmarks, such as: 
  1. Margin dollars for new accounts
  2. Margin dollars of penetration into existing accounts
  3. Prospective client calls made
  4. New contracts secured
  5. Units of new products sold
• A sales results scorecard that tracks territory sales and margin growth, and new business margin. These measurements should include the change from last month and the change from the same month last year. 
• A monthly assessment report. This is the time for the sales manager to recognize and reward success. The rep will know areas he/she need to improve. The manager shouldn’t need to mention them. The numbers will tell the story.

Set appropriate goals

Improve your company’s sales success by setting appropriate goals. Remember, goals should be mutually agreed upon. A new year’s goals should be based on the previous year’s results. Make room for reassessment during the year based on changes in business or personal conditions.

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